Job Description
Location
Our Manager, Channels Sales, will be an integral part of our Sales team. This role is based remotely on the East Coast of the United States.
Who We Are DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state, from planning to production.
Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency.
Our solutions include:
PerfectScale – a Kubernetes optimization and management solution for DevOps, SRE, and Platform Engineering teams
SELECT – a data and cloud intelligence solution enabling visibility, governance, and decision-making across cloud environments
With decades of multicloud experience and deep expertise across Kubernetes, GenAI, and CloudOps, we partner with more than 4,000 customers worldwide and are an award-winning partner of AWS, Google Cloud, and Microsoft Azure.
The Opportunity
We are looking for a Manager, Channels Sales, to lead and scale our Enterprise Platforms Indirect Channels sales team.
This is a quota-carrying leadership role responsible for the performance of a team of Channel Account Executives driving new business through DoiT’s partner ecosystem — including advisory firms, MSPs, Resellers, and agent networks.
You will own the strategy and execution of partner-led sales motions, working closely with Alliances, Marketing, Product, and regional leadership to build predictable pipeline and accelerate revenue across the channel.
Unlike traditional channel management role, you will:
Own team revenue targets
Be accountable for pipeline generation, not just pipeline acceptance
Coach your team to lead full sales cycles, not just coordinate handoffs
Responsibilities
Team Leadership & Development: Lead, coach, and develop a team of Channel Account Executives. Provide consistent guidance on deal strategy, partner engagement, and sales execution. Conduct regular pipeline reviews, one-on-ones, and forecasting sessions to drive predictable performance. Build a culture of accountability, collaboration, and continuous improvement.
Channel Strategy & Partner Ecosystem: Develop and execute the go-to-market strategy for partner-driven revenue across the Indirect Channels team. Work closely with the Alliances organization to strengthen strategic partnerships, expand the partner ecosystem, and build repeatable co-sell motions with advisory firms, MSPs, Resellers, and agent networks.
Pipeline Development & Sales Execution: Ensure the team proactively generates pipeline with partners — through joint account planning, outreach, and opportunity creation — rather than passively accepting inbound referrals. Support AEs in leading full sales cycles across both PerfectScale and SELECT, helping them navigate complex multi-party deals and expand initial opportunities across products.
Cross-Functional Collaboration: Partner with Marketing on channel-specific campaigns, events, and demand generation initiatives. Work with Product and GTM Strategy teams to provide market feedback on partner needs and customer demand signals. Ensure smooth transitions to Account Management post-close to support onboarding and long-term expansion.
Operational Excellence & Forecasting: Maintain accurate pipeline visibility and forecasting across the team. Enforce CRM hygiene and reporting discipline while identifying trends in deal velocity, partner engagement, and pipeline health. Continuously refine playbooks and processes to improve efficiency and scalability.
What Success Looks Like
A team that actively generates pipeline through the partner ecosystem — not just works inbound referrals
Consistent, predictable revenue attainment at the team level
Channel AEs who own and close full sales cycles with confidence
Trusted, productive relationships with key partners that generate repeat deal flow
Clean forecasting and strong CRM discipline across the team
Qualifications
7+ years of experience in B2B SaaS or cloud sales
2+ years of sales leadership or team management experience
Strong background in channel, partner, or indirect sales models
Proven track record of building and scaling partner-driven pipeline and revenue
Experience building and scaling a Channel AE team is a plus
Ability to operate in a fast-paced, build-mode environment
Exceptional leadership, communication, and stakeholder management skills
Experience with Salesforce or similar CRM tools
Are you a Do’er? Be your truest self. Work on your terms. Make a difference.
We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.
What does being a Do’er mean? We’re all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our core values.
Sounds too good to be true? Check out our Glassdoor Page.
We thought so too, but we’re here and happy we hit that ‘apply’ button.
Full-time employee benefits include:
Unlimited Vacation
Flexible Working Options
Health Insurance
Parental Leave
Employee Stock Option Plan
Home Office Allowance
Professional Development Stipend
Peer Recognition Program
Many Do’ers, One Team DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—it’s our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.
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