Senior Channel Manager

🕒 June 20

🏄 California – Remote

🏄 California – Remote

💵 $150k / year

⏰ Full Time

🟠 Senior

👔 Manager

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Ooma, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2004

🏨 Hospitality

🏥 Healthcare

📣 Marketing

💰 $5.1M Venture Round on 2015-05

Hospitality • Healthcare • Marketing

Ooma, Inc. is a company that provides advanced communications and collaboration solutions, with a focus on delivering business phone systems, enterprise communications, and internet service solutions. Ooma offers affordable pricing plans for both small businesses and residential customers, including home phone and security systems. The company provides customizable business phone, video, and messaging solutions, as well as POTS line replacement options. Ooma serves various industries like hospitality, dental, and real estate and offers free equipment with certain service packages.

📋 Description

• 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 • Build deep, multi-threaded relationships within partner organizations, from ownership and leadership to field reps, ensuring FluentStream is a preferred and trusted vendor • 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 • Ability to travel up to 25% for partner meetings, joint sales calls, and industry events • Bachelor’s degree or equivalent professional experience preferred.

🏖️ Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents • Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability) • FSA Healthcare & Dependent Care • Commuter Benefits • Voluntary Accident, Critical Illness, Hospital Indemnity and Legal • 401(k), including employer match, and Roth • Employee Stock Purchase Plan (ESPP) • Paid Time off, Sick Time, as well as corporate holidays observed • Employee Assistance Program • Life Balance benefits with Travel Assistance Services and Identity Theft • Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc.