Senior Channel Manager

About the role

The Senior Channel Manager at Bluebird Fiber is responsible for owning a portfolio of strategic partners, driving revenue growth, pipeline creation, enablement, and joint go-to-market execution. This role involves managing partner recruitment and onboarding, accelerating sell-through/sell-with, managing MDF and sponsorship investments, and aligning cross-functionally with Sales, Marketing, Product, and Finance to deliver predictable growth.

Requirements

• 7–10+ years in channel/alliances roles with proven ARR impact
• Expertise in co-sell motions, MDF governance, and partner enablement
• Strong commercial acumen and executive presence
• Data-driven operator with strong forecasting and analytic skills
• Ability to travel up to 50-75%

Qualifications & Competencies

• Proven track record of revenue impact in channel/alliances roles
• Experience in co-sell motions, MDF governance, and partner enablement
• Strong commercial acumen and executive presence
• Data-driven approach with strong forecasting and analytic skills
• Ability to manage travel requirements

Core Responsibilities

• Partner Strategy & Portfolio Management: Develop and execute partner business plans, segmentation, capacity models, and partner quota targets.
• Partner Recruitment & Onboarding: Recruit and onboard strategic partners, ensuring they are aligned with Bluebird’s goals and strategies.
• Enablement & Readiness: Enable partners through training, resources, and support to ensure successful execution of Bluebird’s go-to-market strategy.
• Joint Go-to-Market (GTM) & Demand Generation: Drive joint initiatives with partners to accelerate sales and market penetration.
• Co-Sell & Pipeline Acceleration: Accelerate sell-through and sell-with processes, manage MDF and sponsorship investments, and align cross-functionally with Sales, Marketing, Product, and Finance.
• Forecasting, Governance & Compliance: Develop and maintain accurate forecasts, ensure compliance with MDF governance, and drive program health metrics.
• Cross-Functional Leadership: Lead cross-functional teams to achieve program goals, including Sales, Marketing, Product, and Finance.
• Reporting & Insights: Provide regular reporting and insights to stakeholders, including KPIs such as revenue, pipeline, and efficiency metrics.

Key Deliverables

• Annual: Partner business plans, segmentation, capacity model, and partner quota targets
• Quarterly: QBRs, pipeline and forecast updates, MDF ROI rollups
• Monthly: Campaign/MDF ROI reports, pipeline reviews, partner scorecards
• Weekly: Deal desks, action trackers

Success Metrics (KPIs)

• Revenue: Partner-sourced and influenced ARR, net new logos
• Pipeline: Coverage, SQLs, conversion rates
• Efficiency: Win rate, sales cycle time, average deal size
• Program Health: Certifications, deal reg activity, QBR completion

30-60-90 Day Plan

• 0–30 Days: Partner/territory ramp, internal alignment, baseline pipeline review
• 31–60 Days: GTM planning, partner plan development, co-sell review setup
• 61–90 Days: Launch campaigns, tighten deal reg SLAs, first QBR delivery