Strategic Channel Manager

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Overview

Channel Managers at CBTS are responsible for supporting and driving new sales from 3rd Party Trusted Advisors (TAs) in the Indirect Channel. The role is pivotal in facilitating open and effective communication, ensuring all parties remain informed and aligned with common objectives.

Key Responsibilities

Partner Support & Relationship Management:

• Serve as the primary point of contact for TAs, providing guidance and support throughout the engagement lifecycle.
• Oversee deal validation, operational requirements, and ensure efficient channel processes.
• Maintain a visible presence at events, including training sessions, networking opportunities, and industry conferences.

Sales Enablement & Execution:

• Drive strategic alignment with TAs to expand CBTS’s market reach.
• Manage deal execution, TA enablement, and post-sale customer growth.
• Own legacy customer accounts as needed.

Internal Collaboration:

• Work closely with internal teams such as Sales Engineers, Subject Matter Experts, Product, Contracts, and Customer Success Managers to support the entire sales cycle.
• Coordinate pre-sales assistance, participate in project kickoff meetings, and oversee post-sale implementation and growth through structured interactions (e.g., QBRs, change requests).

Operational Excellence:

• Validate deals, assist with operational requirements, and ensure TAs receive necessary support for successful engagements.
• Provide real-time support to ensure TAs have prompt access to current information and resources.

Performance & Compensation:

• Responsible for managing customer satisfaction of assigned TAs.
• Compensation is based on net new acquisition by assigned TA or on a deal-by-deal basis, covering Managed Services, Product Resale, and Professional Services.

Qualifications

• Proven experience in channel management, partner engagement, or sales within the technology sector.
• Strong communication, relationship-building, and organizational skills.
• Ability to collaborate across multiple internal and external teams.
• Experience with Salesforce or similar CRM platforms is preferred.

Additional Notes

• Channel Managers are expected to actively participate in partner events and maintain strong relationships across all organizational levels.
• The role involves travel to partner sites and industry events as required, typically 4-days per month.

#REMOTE,

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.