[Hiring] Manager, Channel Sales @DoiT

Role Description

Our Manager, Channels Sales, will be an integral part of our Sales team. This role is based remotely on the East Coast of the United States.

We are looking for a Manager, Channels Sales, to lead and scale our Enterprise Platforms Indirect Channels sales team. This is a quota-carrying leadership role responsible for the performance of a team of Channel Account Executives driving new business through DoiT's partner ecosystem — including advisory firms, MSPs, Resellers, and agent networks.

You will own the strategy and execution of partner-led sales motions, working closely with Alliances, Marketing, Product, and regional leadership to build predictable pipeline and accelerate revenue across the channel. Unlike traditional channel management role, you will:

• Own team revenue targets
• Be accountable for pipeline generation, not just pipeline acceptance
• Coach your team to lead full sales cycles, not just coordinate handoffs

Responsibilities

• Team Leadership & Development:
  • Lead, coach, and develop a team of Channel Account Executives.
  • Provide consistent guidance on deal strategy, partner engagement, and sales execution.
  • Conduct regular pipeline reviews, one-on-ones, and forecasting sessions to drive predictable performance.
  • Build a culture of accountability, collaboration, and continuous improvement.
• Channel Strategy & Partner Ecosystem:
  • Develop and execute the go-to-market strategy for partner-driven revenue across the Indirect Channels team.
  • Work closely with the Alliances organization to strengthen strategic partnerships, expand the partner ecosystem, and build repeatable co-sell motions with advisory firms, MSPs, Resellers, and agent networks.
• Pipeline Development & Sales Execution:
  • Ensure the team proactively generates pipeline with partners — through joint account planning, outreach, and opportunity creation — rather than passively accepting inbound referrals.
  • Support AEs in leading full sales cycles across both PerfectScale and SELECT, helping them navigate complex multi-party deals and expand initial opportunities across products.
• Cross-Functional Collaboration:
  • Partner with Marketing on channel-specific campaigns, events, and demand generation initiatives.
  • Work with Product and GTM Strategy teams to provide market feedback on partner needs and customer demand signals.
  • Ensure smooth transitions to Account Management post-close to support onboarding and long-term expansion.
• Operational Excellence & Forecasting:
  • Maintain accurate pipeline visibility and forecasting across the team.
  • Enforce CRM hygiene and reporting discipline while identifying trends in deal velocity, partner engagement, and pipeline health.
  • Continuously refine playbooks and processes to improve efficiency and scalability.

What Success Looks Like

• A team that actively generates pipeline through the partner ecosystem — not just works inbound referrals
• Consistent, predictable revenue attainment at the team level
• Channel AEs who own and close full sales cycles with confidence
• Trusted, productive relationships with key partners that generate repeat deal flow
• Clean forecasting and strong CRM discipline across the team

Qualifications

• 7+ years of experience in B2B SaaS or cloud sales
• 2+ years of sales leadership or team management experience
• Strong background in channel, partner, or indirect sales models
• Proven track record of building and scaling partner-driven pipeline and revenue
• Experience building and scaling a Channel AE team is a plus
• Ability to operate in a fast-paced, build-mode environment
• Exceptional leadership, communication, and stakeholder management skills
• Experience with Salesforce or similar CRM tools

Benefits

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

Company Description

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state, from planning to production.

With decades of multicloud experience and deep expertise across Kubernetes, GenAI, and CloudOps, we partner with more than 4,000 customers worldwide and are an award-winning partner of AWS, Google Cloud, and Microsoft Azure.