This job is about pipeline, not paperwork. We need someone who can build channel partnerships for IT products and push them to actually close, then do it again next quarter with a different partner and a different set of obstacles.
Channel sales in IT is a different game than direct sales. You are not just selling a product, you are getting a reseller or a systems integrator excited enough to sell it for you, train their team on it, and put it in front of their own customers before a competitor does. That takes a mix of enablement, relationship management, and straight-up hustle.
This is a fully remote, full-time role, open to candidates anywhere in the world. There is no office and no city requirement attached to it. What ties the team together is a shared dashboard and a set of quarterly targets everyone is working toward together.
You need a bachelor's degree in marketing, business, or communications, plus 42 months of real channel sales experience in IT or a closely related space. Call it three and a half years of quota, partner meetings, and pipeline reviews already behind you by the time you start here.
What matters here is your results, your response time to partners, and whether the numbers on your dashboard are trending the right direction.
One recent quarter, a partner-facing team like this one turned a stalled reseller relationship around by rebuilding the onboarding deck in a week and rebooking three demos that had gone cold. Remoteroles posts roles like this one for companies that move at that pace, and this posting is no exception.
Expect a mix of independent work and fast internal coordination. You will spend real time on your own pulling reports and prepping decks, then jump into a call with product or marketing to get alignment before a partner meeting the next morning. The pace does not really slow down between quarters, it just shifts targets.
Quota is real here, and it is tied to partner-sourced or partner-influenced revenue rather than direct sales you close yourself. That distinction matters. Your job is to make partners good enough at selling the product that they generate revenue whether you are on the call or not, which is a different skill than closing deals one at a time.
Most new hires spend their first month getting to know the existing partner roster, sitting in on a handful of partner calls, and figuring out which relationships are underperforming their potential. From there, the job becomes a mix of account management for existing partners and recruitment of new ones.
Recruiting a new partner usually starts with a straightforward pitch, but the real work happens after they sign. A reseller that agreed to carry the product still needs training material, a clear escalation path for technical questions, and a reason to prioritize this product over three other lines they also sell. Partners who do not get that support tend to quietly stop selling within a quarter.
You will also spend time reviewing partner performance data to decide where to invest more attention. A partner generating steady, if modest, revenue every month is often worth more long-term focus than a flashy one-time deal that does not repeat.
Pricing and incentive conversations come up constantly, since partners want margin protection and you want volume. Finding the structure that gets both sides what they need, without giving away so much that the deal stops making sense for the company, is a skill that separates strong channel managers from average ones.
You will also handle the occasional conflict between two partners competing for the same end customer, which requires a fair, consistent policy rather than picking favorites based on whoever complains loudest.
Product knowledge matters more than people expect going in. Partners will ask technical questions in the middle of a pitch, and being able to answer confidently, or knowing exactly who to loop in when you cannot, keeps a deal moving instead of stalling out while everyone waits on an email reply.
This role fits someone who is genuinely energized by a scoreboard, whether that is a personal quota, a partner leaderboard, or a quarterly target the whole team is chasing together. If watching a number climb does nothing for you, this particular seat will feel like a grind rather than a game worth playing.
Compensation here is built to reward closed revenue, not just activity, and the full package includes the following:
Apply now with a short note on the biggest channel deal you have closed and how you closed it. Strong applicants hear back within days, not weeks, so do not sit on this one too long.