Channel Account Manager

About the Role and Company

Join DoiT as a Channel Account Manager, playing a pivotal role within our US sales team. This position is fully remote, open to candidates based in the UK, Ireland, Estonia, the Netherlands, or Sweden. DoiT is a prominent global tech enterprise partnering with cloud-centric organizations to transform their operations through scalable, well-architected infrastructure from planning to production. Our flagship offering, DoiT Cloud Intelligence, integrates advanced technology with expert human insight to solve complex multi-cloud challenges. Our expertise spans Kubernetes, GenAI, and CloudOps, and we proudly stand as recognized partners of AWS, Google Cloud, and Microsoft Azure, serving over 4,000 customers worldwide.

Key Responsibilities

• Act as the primary liaison for channel partners including Distributors, Managed Service Providers, and Resellers, managing all commercial, technical, and operational relationships.
• Develop strong and trusted connections with partner principals, channel managers, sales, and technical teams through regular engagement and business reviews to assess outcomes and explore growth potential.
• Represent DoiT at partner events and industry gatherings to enhance brand awareness and partner engagement.
• Lead dynamic presentations of DoiT’s solutions to partner sales teams and end customers confidently without technical aid.
• Collaborate with partners on customer deal registrations and coordinate closely with the Channel Account Executive to track these deals through the sales funnel.
• Strategize with channel partners to craft joint business plans that set revenue objectives, milestones, and co-selling initiatives while influencing their market approaches to boost DoiT’s market penetration.
• Work in partnership with Marketing to orchestrate channel-targeted campaigns and events, and keep abreast of market trends and competitive activity to refine channel strategies.
• Support enablement efforts by working alongside the Partner Success Team to equip sales and technical teams with the necessary tools and knowledge to proficiently promote DoiT's offerings.
• Advocate internally for channel partners by clearly communicating their needs and providing actionable feedback to leadership, product, and strategy teams.
• Ensure accurate managing of deal registrations, CRM integrity, and pipeline quality for partner-originated opportunities.

Candidate Requirements

• A minimum of 7 years experience in channel sales, indirect channel roles, or partner management with proven success in combining strategic relationship management with proactive partner development.
• Comprehensive understanding of Reseller and MSP business frameworks, channel economics, and technology distribution landscapes.
• Well-versed in cloud channel programs and ecosystems related to AWS, Google Cloud, and Microsoft Azure.
• Confidence in independently leading product pitches and structured discovery discussions without technical support.
• Prior experience or strong interest in FinOps, CloudOps, or cloud cost management areas is advantageous.
• Exceptional relationship-building, prospecting, and executive presentation skills, adept at both initiating new conversations and conducting high-level partner business reviews.
• Highly organized with excellent CRM discipline capable of managing numerous partner relationships and pipelines concurrently.
• A self-driven, entrepreneurial mindset energized by fast-paced, remote-first work environments.

What Makes Us Unique

DoiT supports a remote-global workforce encouraging authenticity, work-life balance, and ongoing professional and personal growth. Our culture embraces entrepreneurship, continual learning, and fun, supported by numerous perks and benefits including unlimited vacation, flexible work options, health coverage, parental leave, stock options, home office allowances, professional development stipends, and peer recognition.

Diversity and Inclusion

We proudly foster an inclusive workplace that values diverse perspectives as a catalyst for innovation and collective success. Everyone is welcomed and valued at DoiT.