Channel Account Manager, US East
About the role
Location
Our Channel Account Manager will be an integral part of our Sales team in the US. This role is based remotely on the East Coast.
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.
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 dev