Senior Channel Manager, FluentStream

📋 Description

• • Own and grow a portfolio of channel partners to consistently deliver SMB deal volume for FluentStream, a cloud-based communication solutions provider.
• • Drive partner-led pipeline through active co-selling, enablement, and joint sales efforts with agents, MSPs, IT consultants, and strategic resellers.
• • Develop and execute a strategic partner recruitment plan targeting high-capacity partners with proven ability to generate sustained bookings growth.
• • Create and implement structured activation plans for new and dormant partners, defining clear milestones from onboarding through first deal and ongoing productivity.
• • Lead partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner representatives to increase independent deal velocity.
• • Collaborate with Marketing to design, execute, and optimize co-marketing campaigns and partner enablement programs that generate measurable pipeline and improve conversion rates.
• • Build deep, multi-threaded relationships within partner organizations, engaging leadership, ownership, and field reps to establish FluentStream as a preferred and trusted vendor.
• • Serve as a product and sales motion expert for your partner portfolio, delivering training, deal support, and enablement to shorten time-to-revenue and improve close rates.
• • Leverage AI-powered tools across the channel workflow—including partner research, outreach, enablement content creation, and deal coaching—to accelerate partner activation and enhance win rates.
• • Accurately forecast bookings, maintain clean pipeline hygiene, and ensure all partner activity is current and properly documented in Salesforce.
• • Represent FluentStream at partner events, industry conferences, and joint customer meetings as required.
• • Surface field insights, patterns, gaps, and opportunities to Channel Marketing, Product, and cross-functional teams to inform improvements in the partner program and go-to-market strategy.
• • Travel up to 25% for partner meetings, joint sales calls, and industry events to strengthen relationships and drive partner performance.
• • Maintain a customer- and partner-centric mindset, prioritizing long-term relationship building alongside short-term revenue goals.
• • Operate with high autonomy in managing a complex portfolio of partners, balancing competing priorities and driving results in a fast-paced, remote environment.
• • Utilize Salesforce, Microsoft Excel, PowerPoint, and modern sales engagement tools to manage partner data, track performance, and support decision-making.
• • Stay technically proficient in VoIP, UCaaS, SIP, and related communication technologies to credibly support complex partner and customer conversations.
• • Contribute to the evolution of FluentStream’s partner program by bringing scalable processes, best practices, and data-driven insights from the field.