Channel Account Manager – TSD, Affiliate

🕒 Julho 23

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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DoiT International

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2014

☁️ SaaS

💼 Consultoria

SaaS • Cloud Services • Consulting

DoiT International é uma empresa de serviços em nuvem que oferece soluções completas para gerenciar e otimizar a infraestrutura em nuvem em múltiplas plataformas, como AWS, Google Cloud e Microsoft Azure. Seus serviços incluem gestão de custos em nuvem, inteligência de cargas de trabalho, automação e consultoria. A DoiT International ajuda as empresas a otimizar seus ambientes de nuvem, melhorar o desempenho e fortalecer a segurança por meio da combinação de tecnologia avançada e consultoria especializada.

Descrição

• Serve as the dedicated relationship owner for DoiT's TSD partner portfolio, acting as their primary point of contact across commercial, technical, and operational matters. • Build and maintain deep, trusted relationships with key stakeholders at TSD partners — including partner principals, channel managers, sales teams, and technical leads. • Conduct regular business reviews with TSD partners to assess performance, align on pipeline, and identify growth opportunities. • Represent DoiT at partner events, industry conferences, and TSD-hosted summits to strengthen brand presence and deepen relationships. • Identify and target prospective sub-agent partners within the TSD ecosystem, building a robust recruitment pipeline of high-potential agents. • Lead outbound prospecting efforts through direct outreach, TSD partner events, industry networks, and hyperscaler referrals. • Own the full activation journey from first contact through signed agreement, onboarding, and first deal — ensuring new sub-agents are set up for early success. • Maintain accurate tracking of all prospecting activity, partner status, and activation milestones in CRM. • Lead compelling, confident introductory pitches of DoiT’s solutions to prospective sub-agents without requiring technical support in the room. • Work with the sub-agent on executing customer deal registration for DoiT’s solutions. • Work alongside the Channel Account Executive to track all customer deal registrations and opportunities from qualification through close. • Develop and execute joint business plans with TSD partners, setting clear revenue targets, milestones, and co-sell activities. • Influence TSD partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base. • Collaborate with DoiT's Marketing team on TSD-specific campaigns, events and initiatives. • Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy. • Work alongside DoiT’s Partner Success Team to design and deliver enablement programs equipping TSD partner sales and technical teams to effectively position and sell DoiT solutions. • Support sub-agent partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations. • Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to TSD and sub-agent audiences. • Act as an advocate internally for both TSD partners and sub-agents — communicating partner needs, deal context, and escalation requests across the organization. • Provide structured feedback to leadership, Product, and GTM Strategy teams on partner performance, competitive intelligence, and market signals from the field. • Ensure clean deal registration, CRM accuracy, and pipeline hygiene across all partner-sourced opportunities.

🎯 Requisitos

• 7+ years of experience in channel sales, partner management, or indirect channel roles — with demonstrated success managing both TSD/distributor relationships and sub-agent or reseller recruitment. • Proven ability to operate across both strategic partner management and outbound partner development within the same role or program. • Deep understanding of TSD business models, channel economics, and the technology distribution landscape. • Strong knowledge of cloud channel programs and partner ecosystems across AWS, Google Cloud, and Microsoft Azure. • Proven ability to lead an initial product pitch and structured discovery conversation independently, without requiring technical support. • Experience working within FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and willingness to develop deep product knowledge is essential. • Excellent prospecting, relationship-building, communication, and executive presentation skills — equally comfortable opening cold conversations and running senior partner QBRs. • Highly organized with strong CRM discipline and the ability to manage a high volume of partner relationships and active pipeline simultaneously. • Self-motivated, entrepreneurial, and energized by building in a fast-moving, remote-first environment.

🏖️ Benefícios

• Unlimited Vacation • Flexible Working Options • Health Insurance • Parental Leave • Employee Stock Option Plan • Home Office Allowance • Professional Development Stipend • Peer Recognition Program