Channel Manager
- Compensation
- Not disclosed
- Location
- San Francisco, United States
- Work setup
- Remote
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- Not specified
- Category
- Not specified
- Posted
Skills
Must have
- 5 or more years in channel sales, partner management, indirect sales, alliances, or business development within enterprise technology.
- Direct experience working with TSDs, technology advisors, agents, brokers, master agents, or a comparable indirect sales ecosystem.
- A record of generating partner-sourced pipeline and closed revenue, not only managing relationships or partner programs.
- Ability to build relationships across distributor leadership, field teams, and individual advisor firms, from executive sponsors to day-to-day sellers.
- Strong enablement and presentation skills, with the ability to make AI and contact center technology understandable, relevant, and actionable for advisors.
- Disciplined opportunity management, forecasting, follow-up, and CRM hygiene across a broad portfolio of partner relationships and deals.
- Comfort leading co-sell activity with account executives and technical teams while maintaining clear roles, next steps, and partner communication.
- High ownership and bias for action; able to build structure, programs, and operating cadence without waiting for a fully developed playbook.
- Willingness to travel regularly for distributor meetings, advisor visits, conferences, roadshows, and customer opportunities.
Nice to have
- Established relationships within Telarus or other major TSD and technology-advisor communities.
- Experience selling voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or adjacent cloud solutions.
- Experience developing partner campaigns, incentive programs, certifications, sales plays, and event strategies in partnership with channel marketing.
- Familiarity with enterprise contact center economics, automation use cases, consumption-based software, and ROI-based selling.
- Experience working at a high-growth or early-stage company and helping establish a new channel route to market.
- Executive presence and confidence working with owners of advisor firms, distributor leadership, and enterprise customer stakeholders.
Full description
Channel Manager: Tech Service Distributor Partnerships
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About Bland AI
Bland AI is the voice AI platform built for enterprises with high-volume, complex call center operations. Bland started by solving the core infrastructure problems that made voice AI difficult to use in business: latency, reliability, and the inability to handle real-world complexity. Bland built the voice AI stack in-house and has raised more than $100 million from investors including Emergence Capital, Scale Venture Partners, and Y Combinator.
Today, Bland's platform can autonomously handle sophisticated inbound and outbound conversations, including multi-step workflows, authentication, business-rule-based routing, and live data lookups. Owning the stack across transcription, language models, and text-to-speech gives Bland the reliability, security, and customization depth that enterprise and regulated-industry customers require.
Why This Role Matters
Bland is expanding its channel strategy through Tech Service Distributors and their advisor communities. Partners such as Telarus can introduce Bland to thousands of trusted technology advisors who guide customers through contact center, customer experience, communications, and AI decisions. Bland needs a Channel Manager who can turn those relationships into an active, productive route to market by earning distributor support, activating advisors, creating qualified pipeline, and helping partner-sourced opportunities move to close.
Role OverviewObjective: Own and grow Bland's TSD channel by building executive and field relationships within assigned distributors, recruiting and enabling high-potential advisors, generating partner-sourced pipeline, and orchestrating successful co-sell motions from first introduction through closed revenue and ongoing partner engagement.
Core Responsibilities
- Own the business plan and day-to-day relationship for assigned TSD partners, beginning with Telarus and expanding to additional strategic distributors over time.
- Build strong relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders to increase Bland's visibility and mindshare.
- Segment the advisor base, identify the highest-potential firms and individuals, and create account-level activation plans that convert awareness into meetings, registered opportunities, and revenue.
- Recruit, onboard, certify, and continuously enable advisors to recognize strong Bland use cases, position the platform clearly, qualify opportunities, and introduce Bland to the right customers.
- Run scalable enablement programs including webinars, office hours, sales plays, battlecards, case studies, demo sessions, newsletters, and in-person training.