Channel Manager at Bland · LumiJobs

Responsibilities

Objective: Own and grow Bland's TSD channel by building executive and field relationships within assigned distributors, recruiting and enabling high-potential advisors, generating partner-sourced pipeline, and orchestrating successful co-sell motions from first introduction through closed revenue and ongoing partner engagement.
Core Responsibilities
Own the business plan and day-to-day relationship for assigned TSD partners, beginning with Telarus and expanding to additional strategic distributors over time.
Build strong relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders to increase Bland's visibility and mindshare.
Segment the advisor base, identify the highest-potential firms and individuals, and create account-level activation plans that convert awareness into meetings, registered opportunities, and revenue.
Recruit, onboard, certify, and continuously enable advisors to recognize strong Bland use cases, position the platform clearly, qualify opportunities, and introduce Bland to the right customers.
Run scalable enablement programs including webinars, office hours, sales plays, battlecards, case studies, demo sessions, newsletters, and in-person training.
Plan and execute joint go-to-market campaigns, regional events, advisor meetings, and distributor programs in partnership with Bland marketing and sales.
Create partner-sourced pipeline through proactive advisor outreach, event follow-up, account mapping, referral campaigns, and targeted co-selling motions.
Qualify and manage deal registrations, establish clear next steps, and coordinate Bland account executives, solution consultants, product specialists, and implementation resources throughout the sales cycle.
Help advisors navigate customer discovery, value positioning, demos, proposals, objections, procurement, and handoff while preserving strong partner trust and deal ownership.
Maintain accurate pipeline, activity, and forecast data in the CRM; report partner performance, conversion rates, risks, and next actions to channel and sales leadership.

Qualification

5 or more years in channel salesDirect experience working with TSDsDisciplined opportunity managementHigh ownership and bias for actionExperience selling voice AIExperience developing partner campaignsMeasures of Success

Required

We are looking for a commercially driven Channel Manager who knows how to earn trust inside a distributor ecosystem and motivate independent advisors to bring forward qualified opportunities. This person combines relationship depth with disciplined pipeline management, communicates technical value in practical business terms, and thrives in a fast-moving environment where the channel playbook is still being built.
5 or more years in channel sales, partner management, indirect sales, alliances, or business development within enterprise technology.
Direct experience working with TSDs, technology advisors, agents, brokers, master agents, or a comparable indirect sales ecosystem.
A record of generating partner-sourced pipeline and closed revenue, not only managing relationships or partner programs.
Ability to build relationships across distributor leadership, field teams, and individual advisor firms, from executive sponsors to day-to-day sellers.
Strong enablement and presentation skills, with the ability to make AI and contact center technology understandable, relevant, and actionable for advisors.
Disciplined opportunity management, forecasting, follow-up, and CRM hygiene across a broad portfolio of partner relationships and deals.
Comfort leading co-sell activity with account executives and technical teams while maintaining clear roles, next steps, and partner communication.
High ownership and bias for action; able to build structure, programs, and operating cadence without waiting for a fully developed playbook.
Willingness to travel regularly for distributor meetings, advisor visits, conferences, roadshows, and customer opportunities.

Preferred

Established relationships within Telarus or other major TSD and technology-advisor communities.
Experience selling voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or adjacent cloud solutions.
Experience developing partner campaigns, incentive programs, certifications, sales plays, and event strategies in partnership with channel marketing.
Familiarity with enterprise contact center economics, automation use cases, consumption-based software, and ROI-based selling.
Experience working at a high-growth or early-stage company and helping establish a new channel route to market.
Executive presence and confidence working with owners of advisor firms, distributor leadership, and enterprise customer stakeholders.
Measures of Success
Growth in activated advisors and advisors producing qualified opportunities.

Channel Manager

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Bland

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