alkira
Channel Account Manager - Telecom Services Distributor (TSD) Channel
San Jose, California, United States
Sponsorship not specified$245k-$260kDetected 7 days ago
Account ManagementPipeline ManagementFirewallSD-WANLeadershipCommunicationCollaboration
About the role
- The ideal candidate has hands-on experience navigating the TSD/master agent model and a track record of turning distributor relationships into predictable, recurring indirect revenue.
Responsibilities
- Recruit, onboard, and manage strategic TSD and master agent relationships, along with their sub-agent and referral partner communities.
- Serve as the primary point of contact for assigned TSD partners, building relationships with supplier managers, sales leadership, and agent-facing teams.
- Drive pipeline and revenue growth through joint account planning, demand generation, and co-selling with TSD partners and their agents.
- Support and participate in TSD roadshows, sales summits, and agent trainings to build pipeline across the sub-agent base.
- Maintain accurate partner pipeline and forecast reporting, providing visibility to sales and channel leadership.
- Partner Enablement
- Educate TSD supplier managers and sub-agents on Alkira's Networking Infrastructure as-a-Service solution, ensuring they can confidently position, sell, and support the platform.
- Deliver product and sales training, certifications, and enablement content tailored to the agent community.
- Execute Alkira's partner program initiatives, spiffs/incentives, and joint marketing campaigns to drive partner engagement and mindshare.
- Represent Alkira at TSD-hosted events, conferences, and partner summits.
Requirements
- 5+ years of experience in channel sales, partner account management, or alliances - preferably in networking, cloud, or SaaS.
- Strong understanding of enterprise IT infrastructure, connectivity, and cloud networking, along with the broader partner ecosystem.
- Experience working with VARs, service providers, and distributors in addition to TSDs.
- Highly self-motivated with the ability to thrive in a fast-paced, high-growth startup environment.
- Ability to travel approximately 50% of the time.
- Demonstrated success driving revenue through indirect sales and partner-led opportunities.
- Proven ability to develop joint business plans, manage partner programs, and execute go-to-market strategies.
- Excellent communication, presentation, and relationship-building skills.
- Why Join Alkira
- Be part of a high-growth company pioneering the future of network infrastructure as-a-service.
- Work alongside a world-class team of networking industry veterans and innovators.
- Opportunity to shape Alkira's TSD/master agent channel strategy at a formative stage.
- The salary range for this position is $245,000 - $260,000. Your actual base salary and level will be determined on a case by case basis and may vary based on the following considerations: job-related knowledge, skills, experience, education and location.
Nice to have
- Position Alkira within TSD supplier portfolios and ensure Alkira is a preferred networking/NIaaS option presented to sub-agents.
- Direct experience working within the TSD / master agent / sub-agent ecosystem (e.g., technology solutions distributors and agent networks) is strongly preferred.
Skills
- Alkira is reinventing networking for the cloud and AI era.
Compensation
- The salary range for this position is $245,000 - $260,000.
This listing is sourced directly from alkira's careers page and normalized into a canonical job model.