Channel Sales Manager

Who is the company?

The company is on a mission to help humans understand humans. Our software platform is the new standard for humanizing customer interaction data at scale. We do this by channeling our passion and talent into helping health care leaders listen to their conversational data in a way that delivers value to the enterprise.

Position Overview

The company is hiring a Channel Sales Manager to drive growth across the United States through the Technology Solutions Distributor (TSD) ecosystem. This is an individual contributor role responsible for recruiting, enabling, and managing Trusted Advisors, agents, and consultants who source through the major TSDs, with a particular focus on Telarus, AVANT, and Bridgepointe.

The Channel Sales Manager owns the front of the funnel: building the advisor base, generating qualified opportunities through the partner community, and handing off to the the company direct sales team, who will work with the Trusted Advisor to advance and close the business. This role requires deep, pre-existing relationships with the advisor and TSD communities, fluency in how the indirect channel transacts, and the executive presence to represent the company at industry events and in front of partners.

Key Responsibilities

Recruitment & Onboarding

• Identify, recruit, and activate Trusted Advisors and agencies sourcing through Telarus, AVANT, and Bridgepointe, with additional focus on Sandler Partners, Intelisys, AppDirect, and other relevant TSDs as opportunities arise.

• Drive the company’s presence at Industry events, advisor councils, and supplier showcases to build pipeline and brand affinity.

• Provide structured onboarding and enablement for new advisor partners, including value proposition, ideal customer profile, discovery framework, sales motion, and deal registration process, as directed in the the company Channel Methodology.

Partner & TSD Relationship Management

• Serve as the company’s primary point of contact with channel managers, supplier managers, and leadership at TSD's.

• Maintain consistent, high-touch engagement with top-producing advisors through quarterly business reviews, joint customer calls, and ongoing pipeline management.

• Provide ongoing support and quickly resolve partner-facing issues, coordinating with sales engineering, customer success, and operations to keep deals moving.

• Monitor partner performance, deliver feedback, and make program adjustments as needed.

Sales & Strategic Planning

• Develop and execute a national channel sales plan tied to the company’s revenue targets, with quarterly milestones for advisor recruitment, pipeline generation, and qualified opportunities passed to direct sales.

• Own the front of the funnel: work with Trusted Advisors to identify, qualify, and generate opportunities, then hand off to the the company direct sales team, who will partner with the Trusted Advisor to advance and close the business.

• Stay engaged with the direct sales team and Trusted Advisor throughout the deal cycle to ensure smooth handoff, remove channel-side friction, and protect the partner relationship.

• Collaborate with TSD supplier managers on co-marketing activities, including spiffs, promotions, MDF-funded events, webinars, and campaigns aligned to the company’s ICP.

• Manage advisor pipeline and deal registration end-to-end in CRM, with clear visibility for both channel and direct sales leadership.

• Own cross functional collaboration with the company, marketing, product, sales and executive teams in order to maintain visibility and support of channel business and results

Reporting & Analysis

• Deliver accurate weekly and monthly forecasts and reports to leadership, with clear visibility into pipeline by TSD, by advisor, and by stage.

• Maintain CRM hygiene and manage all channel activity through the company CRM.

• Analyze partner production and market data to identify high-potential advisors, underperforming relationships, and whitespace by region or vertical.

• Regularly review and update channel business plans and strategies to align with organizational goals.

Compliance, Brand & Voice of the Partner

• Ensure all partner agreements are properly executed and adhere to the company’s commercial terms, deal registration policy, and TSD master agreements.

• Stay informed about industry trends, competitive landscape, and partner feedback, and bring that intelligence back to product, marketing, and sales leadership through appropriate channels.

• Represent the company in the channel community, reinforcing the brand’s positioning in conversation intelligence, contact center analytics, and healthcare CX.

What Success Looks Like

• First 12 months: Established as the company’s recognized face within named TSDs; activated advisor base producing predictable monthly qualified pipeline handed off to direct sales; achieved or exceeded year-one pipeline and sourced revenue targets.

• First 24 months: National channel motion contributing a meaningful share of the company’s new logo pipeline, with a top-producer cohort across primary TSDs and an expanding advisor footprint into adjacent partner communities.

Qualifications

Required

• 5+ years in channel sales, partner management, or supplier-side roles within the TSD ecosystem. Bachelor’s degree in business, marketing, or related field is helpful but not required; equivalent professional experience is fully accepted in place of a degree.

• Documented, active relationships with TSD leadership and top-producing advisors.

• Demonstrated experience selling SaaS, contact center, CX, or analytics solutions through Trusted Advisors and TSDs.

• Strong understanding of indirect sales models and how deals are sourced, registered, quoted, contracted, and commissioned in the TSD model.

• Excellent communication, negotiation, interpersonal, and on-stage presentation skills.

• Ability to analyze data and develop actionable insights.

• Comfort working as an individual contributor with significant autonomy and ownership of a national number.

• Ability to travel up to 40%, including TSD national events (ex: Channel Partners Expo, Telarus Partner Summit, AVANT Special Forces, Bridgepointe events, regional roadshows, and advisor-hosted customer events).

Preferred

• Prior experience selling into healthcare, payer, provider, or regulated CX environments.

• Familiarity with conversation intelligence, speech analytics, or contact center AI platforms.

• Existing rapport with the company’s ICP buyer personas (CX, contact center, and operations leaders in mid-market and enterprise healthcare).

Additional Information

• Preferred: This is a hybrid role in our Indianapolis office 2 days a week.  May be open to fully remote candidate based in the US.

• For local team members, occasional on-site working (Indianapolis north side) may be expected for in-person activities.

• Travel of 20-30% is expected for customer, partner, and internal meetings and industry events.

• Candidates must reside in the USA and be authorized to legally work in the USA without requiring employment visa sponsorship now or in the future.

• All your information will be kept confidential according to EEO guidelines.