Channel Development Manager

About

provides configurable software for billing, customer management, business management, payments, analytics, provisioning, and automation to service providers in telecommunications, Wireless & IoT, managed IT services, A/V, security integration, and other related industries. Our modern, cloud-based software delivers the industry's most complete quote-to-cash experience, enabling our clients to grow their revenue efficiently.

is an Atlanta-based company with offices in Atlanta and West Virginia. We have more than 21 years in business serving our clients. While we are very experienced in what we do, we are still growing rapidly, and we are looking for exceptional people who are excited to join us on a career-defining journey.

In all of our daily work, each of us is guided by our mission, vision and "ACT TOP" values.

Our Mission: To help clients grow revenue efficiently.

Our Vision: To be the best billing & back-office software company in the world by providing innovative solutions and extraordinary service to our clients and end users.

Our ACT TOP Values:

• Achieving Extraordinary Results: Doing more than expected and pursuing a higher standard of work without compromising your job responsibilities.
• Caring For Employees, Clients and Community: Demonstrating empathy and concern by helping those who are most in need.
• Take Responsibility and Act Like An Owner: Being accountable and doing the right thing even when no one is watching.
• Transparent Leadership: Communicating openly, regardless of title or situation.
• Opportunity To Make a Positive Difference: Recognizing situations and taking action to produce a better outcome.
• Passion For Innovation: Enthusiastically finding new solutions to improve efficiency.

In a recent national survey, 85% of our employees agreed that is a Great Place to Work compared to 57% agreement at comparable US-based companies, stands out as a place where team, values and culture combine to create an amazing work environment

About the role: We're hiring a seasoned Channel Partner Manager to own a portfolio of partners, deepen relationships, and drive joint revenue. You'll deliver a high‑touch onboarding and enablement experience, co‑sell with partners, and coordinate internally to make it easy for partners to win and retain customers.

• Own a partner book of business; act as day‑to‑day point of contact and trusted advisor.
• Onboard new partners with a personalized, white‑glove experience; deliver enablement plans and accelerate time‑to‑first deal.
• Drive pipeline and revenue: run joint planning, co‑sell active opportunities, manage partner introductions/registrations, and forecast partner‑sourced ARR.
• Run QBRs and joint business plans that set targets, campaigns, and enablement milestones; track progress and close gaps.
• Enablement & co‑marketing: coordinate webinars, product updates, case studies, and co‑brandable materials.
• Community engagement: activate partners in community channels; surface FAQs, gather feedback, and highlight wins.
• Data quality & reporting: maintain clean partner profiles, tiers, pipeline, and attribution in CRM; prepare weekly dashboards.
• Cross‑functional orchestration: align with Sales, CS, Support, Product, and Finance on partner needs, escalations, and commissions.
• Event support: recruit partners and coordinate meetings for industry conferences and company events.
• Operational excellence: document processes, SLAs, and playbooks; suggest automation to streamline registrations, onboarding, and renewals.

• Partner‑sourced/influenced pipeline & ARR meets or exceeds quarterly targets.
• Activation speed: time‑to‑first deal at or better than benchmark.
• Partner retention & satisfaction: QBR completion, NPS/CSAT, and churn goals achieved.
• Enablement adoption: % partners certified, content engagement, webinar attendance.
• Operating rigor: SLA on response times, forecast accuracy, and CRM data hygiene.

• 3–6+ years in Channel/Alliances, Partner Success, or MSP/ISV ecosystem roles (telecom, UCaaS, billing, PSA, or adjacent SaaS a plus).
• Proven track record managing a partner book to revenue targets and running QBRs/JBPs.
• Strong sales acumen with consultative co‑selling skills across discovery, solutioning, and negotiation.
• Excellent program/project management and communication; comfortable presenting to executives and at events.
• Proficiency with CRM (Salesforce), partner tools, and dashboards; disciplined with data hygiene.
• Ability to travel 15–25% across North America.

• Experience launching marketplace listings or partnering with ISVs.
• Familiar with MSP channel motions, residual commissions, and white‑label programs.
• Built partner playbooks, certification paths, or community programs.

Salesforce/HubSpot (CRM), company platforms (PSA/Billing/Community), partner portal, webinar tools, project management and documentation (SharePoint/Confluence), and spreadsheet/reporting.

• 0–30 days: Ramp on products, partner tiers and economics, current pipeline, and processes. Shadow calls; document quick wins and gaps.
• 31–60 days: Assume ownership of a partner cohort; publish enablement plans; stand up weekly pipeline reviews; launch one enablement webinar.
• 61–90 days: Deliver first QBRs and joint plans; achieve first partner‑sourced opportunities; propose automation or process improvements.

Base salary + variable (OTE) aligned to experience and market. Includes standard benefits and travel reimbursement

Employment eligibility is limited to individuals who currently reside in one of the following states: Florida, Georgia, Iowa, Kentucky, Maryland, Michigan, Missouri, North Carolina, Nebraska, New York, Ohio, Pennsylvania, South Carolina, South Dakota, Tennessee, Texas, Virginia, Washington, Wisconsin, or West Virginia.

Benefits and Perks:

• Generous HSA employer contribution
• 401k with generous company match and immediate vesting
• Unlimited PTO
• Paid Parental Leave
• Company paid for life and disability insurance
• Monthly tech reimbursement
• Monthly fitness reimbursement
• Education and development stipend
• Time off to volunteer at the organization of your choice, as well as company-level volunteer opportunities
• Clear and documented career path for your position
• True open-door policy with opportunities to give feedback to leadership on a continual basis through 1:1 sessions multiple times per year

At no employee or applicant will be treated less favorably on the grounds of their sex, marital status, race, color, nationality or ethnic or national origin, disability, gender, sexual orientation, gender identity, age, pregnancy or maternity, marital or civil partner status, or religion or belief. By clicking submit below, you consent to allow to store and process the personal information submitted above.

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