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Our Channel Account Manager will be an integral part of our Sales team in the US. This role is based remotely in the UK, Ireland, Estonia, the Netherlands and Sweden.
Who We Are
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.
Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multi-cloud problems and drive efficiency.
With decades of multi-cloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.
The Opportunity
The core mission of the Channel Account Manager is to cultivate and expand relationships with our key channel partners which include Distributors, Managed Services Providers, and Resellers. This role combines strategic relationship management and enablement responsibilities with outbound energy and partner development hustle. You will serve as the primary point of contact for channel partners while simultaneously helping them identify and drive new opportunities for DoiT’s PartnerOps solutions, DoiT Cloud Intelligence, PerfectScale, Select, and Attribute — building the pipeline and partnerships that fuel DoiT's indirect channel growth.
Responsibilities
Channel Partner Relationship Management
- Serve as the dedicated relationship owner for channel partners, acting as their primary point of contact across commercial, technical, and operational matters.
- Build and maintain deep, trusted relationships with key stakeholders at channel partners — including partner principals, channel managers, sales teams, and technical leads.
- Conduct regular business reviews with channel partners to assess performance, align on pipeline, and identify growth opportunities.
- Represent DoiT at partner events, industry conferences, and partner-hosted summits to strengthen brand presence and deepen relationships.
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Pitch, Discovery & Pipeline Development
- Lead compelling, confident introductory pitches of DoiT’s solutions to channel partner sales teams and their customers without requiring technical support in room.
- Work with the channel partners on executing customer deal registration for DoiT’s solutions.
- Work alongside the Channel Account Executive to track all customer deal registrations from the channel partner to move these opportunities from qualification through close.
Channel Strategy & Joint GTM
- Develop and execute joint business plans with channel partners, setting clear revenue targets, milestones, and co-sell activities.
- Influence channel partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base.
- Collaborate with DoiT's Marketing team on channel-specific campaigns, events and initiatives.
- Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy.
Partner Enablement
- Work alongside DoiT’s Partner Success Team to design and deliver enablement programs equipping channel partner sales and technical teams to effectively position and sell DoiT solutions.
- Support channel partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations.
- Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to channel audiences.
Cross-Functional Collaboration
- Act as an advocate internally for channel partners — communicating partner needs, deal context, and escalation requests across the organization.
- Provide structured feedback to leadership, Product, and GTM Strategy teams on partner performance, competitive intelligence, and market signals from the field.
- Ensure clean deal registration, CRM accuracy, and pipeline hygiene across all partner-sourced opportunities.
Qualifications
- 7+ years of experience in channel sales, partner management, or indirect channel roles.
- Proven ability to operate across both strategic partner management and outbound partner development within the same role or program.
- Deep understanding of Reseller and MSP business models, channel economics, and the technology distribution landscape.
- Strong knowledge of cloud channel programs and partner ecosystems across AWS, Google Cloud, and Microsoft Azure.
- Proven ability to lead an initial product pitch and structured discovery conversation independently, without requiring technical support.
- Experience working within FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and willingness to develop deep product knowledge is essential.
- Excellent prospecting, relationship-building, communication, and executive presentation skills — equally comfortable opening cold conversations and running senior partner QBRs.
- Highly organized with strong CRM discipline and the ability to manage a high volume of partner relationships and active pipeline simultaneously.
- Self-motivated, entrepreneurial, and energized by building in a fast-moving, remote-first environment.
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We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.
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We thought so too, but we’re here and happy we hit that ‘apply’ button.
- Unlimited Vacation
- Flexible Working Options
- Health Insurance
- Parental Leave
- Employee Stock Option Plan
- Home Office Allowance
- Professional Development Stipend
- Peer Recognition Program
Many Do’ers, One Team
DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.
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