Channel Account Manager – TSD, Affiliate

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🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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DoiT International

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

☁️ SaaS

SaaS • Cloud Services • Consulting

DoiT International is a cloud services company that provides comprehensive solutions for managing and optimizing cloud infrastructure across multiple platforms such as AWS, Google Cloud, and Microsoft Azure. Their services include cloud cost management, workload intelligence, automation, and consulting. DoiT International helps businesses optimize their cloud environments, improve performance, and enhance security through a combination of advanced technology and expert consulting.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

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