Senior Channel Manager, FluentStream

About the role

We're looking for a Senior Channel Manager who can own and grow a portfolio of channel partners that consistently delivers SMB deal volume for FluentStream. This is a high-autonomy role for a seasoned channel professional who brings a proven playbook, a strong partner network, and the judgment to build something that scales.

Responsibilities

• Own bookings targets through a portfolio of channel partners, driving consistent deal volume by recruiting new partners and maximizing production from existing ones
• Build and execute a partner recruitment strategy that targets agents, MSPs, IT consultants, and strategic resellers with the profile and capacity to deliver sustained results
• Develop and implement structured activation plans for new and dormant partners, with clear milestones from onboarding through first deal and ongoing productivity
• Lead and support partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner reps to increase their independent deal velocity
• Collaborate with Marketing to design, execute, and continuously improve co-marketing campaigns and partner enablement programs that generate measurable pipeline
• Serve as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that meaningfully shortens time-to-revenue and improves close rates
• Leverage AI tools throughout the channel workflow, including partner research, outreach, enablement content, and deal coaching, to accelerate partner activation and improve win rates
• Accurately forecast bookings, maintain clean pipeline hygiene, and keep all activity current in Salesforce
• Represent FluentStream at partner events, industry conferences, and joint customer meetings as needed
• Surface patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing improvements in our partner program and go-to-market approach

Requirements

• 7+ years of experience in indirect or channel sales, with a demonstrated track record of owning a partner portfolio and consistently hitting or exceeding quota
• Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, with a strong understanding of how agents, MSPs, and resellers evaluate, sell, and support these offerings
• Proven success building durable, high-performing partner relationships that drive sustained bookings growth and long-term revenue production
• Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the technical credibility to support complex partner and customer conversations
• Experience leading joint sales efforts and managing multi-stakeholder opportunities, with the ability to engage effectively with partner principals, sales teams, and end customers
• Exceptional communication, relationship-building, and interpersonal skills, with a talent for establishing trust quickly, influencing without authority, and building credibility with partners and customers alike
• Demonstrated ability to operate independently, manage a portfolio of partners, and prioritize competing initiatives in a high-autonomy environment
• Customer- and partner-centric mindset, combined with a proactive, results-oriented approach, strong organizational skills, attention to detail, and the ability to manage multiple priorities effectively
• Proficiency with Salesforce or a comparable CRM platform, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo or similar platforms is advantageous
• Experience leveraging AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement is highly valued

Qualifications

• Bachelor’s degree or equivalent professional experience preferred

Skills

• Fluent in VoIP, UCaaS, SIP, and related technologies
• Strong negotiation and relationship-building skills
• Ability to manage multiple priorities and adapt to changing circumstances
• Effective communication and presentation skills
• Experience with AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement

Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents
• HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund)
• Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability)
• FSA Healthcare & Dependent Care
• Commuter Benefits
• Employee Assistance Program
• Life Balance benefits with Travel Assistance Services and Identity Theft
• Discount Program
• Credit Union
• Medicare Assistance