Channel Manager

Partner Relationship Ownership: Personally engage with and own relationships with system integrators (SIs), resellers, distributors, and key partners through every stage of the sales lifecycle—from pipeline generation to deal closure.

Channel Strategy & Execution: Develop and execute joint business and territory plans for top channel partners to consistently hit and over-achieve assigned channel revenue quotas.

Direct & Partner Sales Development: Drive direct channel sales while actively recruiting, onboarding, and enabling new channel partners, system integrators, and resellers across target markets.

Tender & Pitch Support: Write comprehensive business plans, partner incentive structures, and commercial proposals for tender business and joint RFP submissions.

Joint Business Reviews: Conduct regular business reviews with key partners, vendor partners, and internal executive stakeholders to review pipeline health, co-marketing efforts, and sales performance.

Solutions Interface: Act as the primary technical and commercial interface between channel partners, clients, and internal divisions (product management, technical support, and operations).

Qualifications & Requirements
Experience: Minimum 3–5 years of proven channel management or B2B sales experience in the technology industry, with dedicated experience in:

PABX / Telephony & Open-Source VoIP ecosystems (Asterisk, FreePBX, SIP, open-source telephony servers).

Smart Boards / Interactive Flat Panels (IFPDs) & Digital Signage solutions.

Industry Networks: Existing, strong network of channel partners, system integrators, and enterprise client relationships across target verticals (e.g., Education, Corporate, Public Sector, Manufacturing, Utility).

Education: Bachelor’s degree in Business, Information Technology, Telecommunications, or a related discipline.

Proven Track Record: Demonstrated history of consistently meeting or over-achieving channel revenue quotas and partner growth targets.

Sales & Channel Competencies: Expertise in channel program design, market analysis, partner margin structuring, joint sales pitches, and complex solution closing methodologies.

Communication & Negotiation: Exceptional written and spoken English skills; strong presentation, negotiation, and relationship-building abilities.

Work Ethic & Autonomy: Highly self-motivated self-starter with strong work ethics, self-discipline, and the capability to thrive in remote or hybrid team environments.

Key Performance Indicators (KPIs)
Annual/Quarterly channel revenue and quota attainment.

Channel partner expansion (recruitment and active enablement of new SIs/resellers).

Pipeline conversion rate for joint partner tenders and RFPs.

Growth rate of PABX, Asterisk solution deployments, and Smart Board unit sales through partners.