IT Solutions · 6 days ago
Channel Account Manager
United States
Full-time
Remote
Senior Level
7+ years expIT Solutions is a nationally recognized leader in the IT space, specializing in providing high-end technology solutions to small and mid-market businesses. The Channel Account Manager will be responsible for driving channel-sourced revenue by building and managing relationships with Master Agents, sub-agents, and Technology Services Distributors, while executing joint selling strategies to position various technology solutions within the channel ecosystem.
ConsultingEducationHardwareInformation TechnologyProfessional ServicesSoftware
Responsibilities
Build and scale channel-generated revenue through Master Agents, sub-agents, and Technology Services Distributors (TSDs)
Deliver and exceed sales goals for specific and targeted partner accounts
Serve as the primary point of accountability for channel performance and partner engagement
Activate existing relationships with Master Agents, sub-agents, and TSD partner managers to drive immediate impact
Recruit, enable, and onboard new channel partners while deepening engagement with existing agents
Position managed services, cloud, cybersecurity, UCaaS, connectivity, and SaaS solutions as strategic offerings within the channel ecosystem
Execute joint selling and co-selling strategies with partners to accelerate deal flow
Manage deal registration, partner protection, and MDF utilization to support partner campaigns
Educate agents on ideal customer profiles, differentiated MSP value propositions, and vertical-specific use cases
Forecast channel pipeline and bookings accurately, ensuring alignment with revenue targets
Collaborate with internal teams, including direct sales and marketing, to align channel strategy with broader business objectives
Maintain a disciplined partner management cadence, including regular performance reviews and pipeline health checks
Operate as a trusted advisor within the agent community
Build executive-level relationships acting as a liaison between the company and its channel partners, communicating key product updates and marketing initiatives
Leverage data-driven insights to optimize partner performance and conversion metrics
Provide regular updates to leadership on status of existing partners and recruitment of new partners
Represent the company with credibility and executive presence
Qualification
Required
7+ years of B2B channel sales experience within a Managed Service Provider (MSP), cloud, telecom, or technology services organization
Direct, hands-on experience working with Master Agents, sub-agents, and Technology Services Distributors (TSDs) (e.g., Intelisys, Avant, Telarus, ScanSource, AppDirect, etc.)
Proven success building, managing, and growing channel revenue through agent-led and partner-sourced opportunities
Established, active relationships with Master Agents, sub-agents, and TSD partner managers that can be leveraged immediately
Demonstrated ability to recruit, enable, and activate new channel partners while deepening performance with existing agents
Experience positioning managed services, cybersecurity, cloud, UCaaS, connectivity, and/or SaaS solutions through the channel
Demonstrated ability to influence without authority across independent agents, Master Agent leadership, and TSD partner teams
Proven ability to forecast channel pipeline and bookings accurately
Experience aligning channel strategy with direct sales teams, marketing initiatives, and vendor/distributor programs
Deep understanding of agent-based selling motions, including deal registration and protection, partner enablement and onboarding, joint selling strategies, and MDF utilization
Ability to educate agents on ideal customer profiles, differentiated MSP value propositions, and vertical-specific use cases
Strong working knowledge of TSD ecosystems, processes, and reporting
Data-driven approach to managing partner performance, pipeline health, and conversion metrics
Strong understanding of recurring revenue models, including MRR, churn, margin, and lifetime value
Comfortable engaging at the owner, executive, and principal level of partner organizations
Track record of being viewed as a trusted partner within the agent community
Strong oral and written communication skills
Effective time management and multi-tasking skills
Maintains the ability to stay organized and be detail-oriented
Demonstrates a passion for solving problems or helping others and take the initiative in driving continuous improvement/execution excellence
Exceptional organizational skills, including the ability to self-manage and multi-task effectively and accurately in a fast-paced and dynamic environment
Benefits
Rich Medical and prescription plans
Dental & Vision
Paid Holidays and Flexible Paid Time Off
401K/401K Roth with Safe Harbor matching
Stock Appreciation Rights
Company-paid life insurance, long-term and short-term disability insurance
Company-paid mental health support & financial wellness services
FSA for medical and dependent care
HSA option with compatible medical plan
Company-paid training, materials, and exams
Performance-based bonuses
Company
IT Solutions
With 30 years of experience as a trusted managed services provider, we're your dedicated partner in navigating the complex world of technology, so you can focus on growing your business.
501-1000 employees
Funding
Current Stage
Late StageLeadership Team
Ted Swanson
Founder
Recent News
Company data provided by crunchbase