General Summary
Velocity is seeking a results-driven, quota-carrying Channel Sales Manager to grow revenue through technology advisors, agents, master agents, and other indirect sales partners.
This role recruits, activates, and develops productive partners, builds strong
partner relationships, generates qualified pipeline, and drives opportunities through close, while operating within Velocity's established channel strategy, programs, and commercial model.
This position serves as the business owner and administrator of the HubSpot platform, supporting CRM governance, automation, reporting, integrations, and operational enablement while executing the Revenue Operations strategies. This role requires travel up to 15-20%.
Primary Duties & Responsibilities
Partner Recruitment and Activation
- Identify and recruit high-potential channel partners, prioritizing by market reach, capabilities, and revenue potential.
- Build relationships with partner principals, sellers, technology advisors, and supporting organizations.
- Develop partners from initial engagement through enablement to active, revenue-producing status.
Revenue and Pipeline Development
- Own channel revenue, bookings, and pipeline targets for assigned partners or territory.
- Generate qualified opportunities through proactive partner engagement and joint account mapping.
- Maintain pipeline coverage, accurate forecasting, and CRM hygiene.
- Drive a consistent cadence of pipeline review and deal progression, addressing stalled opportunities.
Partner Enablement
- Develop strong working knowledge of Velocity's telecom, network, and managed-services portfolio.
- Educate partners on Velocity's differentiators, ideal customer profiles, and competitive positioning.
- Translate technical capabilities into practical customer business outcomes.
Opportunity Execution
- Serve as the primary commercial point of contact for assigned channel partners.
- Work cross-functionally with sales engineering, operations, finance, legal, and delivery teams to advance opportunities.
- Support proposals, presentations, negotiations, and pricing discussions through complex, multi-stakeholder sales cycles.
- Ensure a clean transition of closed opportunities into Velocity's implementation and delivery organizations.
Partner Relationship Management
- Establish a regular operating cadence with priority partners, building durable relationships beyond individual sellers.
- Identify partner satisfaction issues, competitive threats, and barriers to growth.
- Build partner loyalty and increase Velocity's share of wallet within productive relationships.
Market Development
- Represent Velocity at partner events, conferences, and customer engagements, coordinating joint campaigns with marketing.
- Provide structured feedback to leadership on partner needs, competitive positioning, and market opportunities.
- How Success Will Be Measured
- Performance will be measured primarily on commercial outcomes, including:
- Channel-sourced bookings and revenue
- Qualified pipeline creation and coverage
- Forecast accuracy
- New partner activation and productive, revenue-generating partners
- Win rate and average deal size
- CRM and opportunity-management discipline
- Activity matters, but activity without pipeline and revenue is not success
Contribution to Channel Strategy
The Channel Sales Manager is expected to provide meaningful field intelligence and recommendations that help strengthen Velocity's overall channel strategy.
Areas of input may include:
- Channel go-to-market strategy and partner segmentation.
- Program structure, tooling, and partner incentives.
- Competitive positioning and partner enablement requirements.
- Market trends and emerging opportunities.
The Channel Sales Manager's primary responsibility is to execute the strategy effectively, produce commercial results, and provide actionable feedback that helps Velocity continuously improve the channel program.
Qualifications, Education and Experience
- 6+ years of B2B technology, telecommunications, managed services, or channel sales experience, with direct experience selling through the technology channel.
- Demonstrated success generating revenue through indirect sales relationships.
- Strong understanding of the telecom, connectivity, networking, or managed-services market, and experience working with technology advisors, agents, master agents, MSPs, VARs, or similar partner ecosystems.
- Proven ability to recruit, activate, and develop channel partners that generate measurable pipeline and revenue, with a track record of achieving revenue or bookings targets.
- Strong opportunity-management, pipeline-management, and forecasting discipline.
- Experience selling complex technology or managed-services solutions involving multiple stakeholders and longer sales cycles.
- Ability to communicate technical solutions in clear business terms, with strong executive presence and negotiation skills.
- Experience working within CRM and structured sales-management processes.
- Willingness to travel for partner meetings, customer engagements, conferences, and industry events.
- Candidates must be legally authorized to work in the United States without current or future employer sponsorship. Velocity does not sponsor employment-based visas or provide sponsorship for this position.
Preferred Experience
Experience selling multiple solutions across a broad telecom and managed-services portfolio is strongly preferred, including:
- Managed network services, internet, and enterprise connectivity
- Fiber, broadband, and managed Wi-Fi
- SD-WAN, SIP/VoIP, and POTS replacement solutions
- Telecom expense management and managed infrastructure
- Network and security solutions
- Multi-location enterprise solutions
Additional preference will be given to candidates who have:
- Existing relationships within the technology advisor and telecom channel ecosystem.
- Experience selling recurring managed services rather than transactional products alone.
- Experience positioning bundled solutions across connectivity, managed services, and infrastructure.
The Profile We Are Looking For
The strongest Channel Sales Managers are not simply relationship managers. They are commercial operators who know how to turn relationships into opportunities and opportunities into revenue.
We are looking for someone who:
- Creates opportunities instead of waiting for referrals.
- Can earn partner mindshare in a crowded supplier environment.
- Can translate technical capabilities into customer outcomes and business value.
- Maintains disciplined pipeline and forecasting practices.
- Takes accountability for commercial outcomes.
- Thinks strategically while remaining execution-focused.
Why you’ll love working at Velocity
We are an energetic bunch — eager to succeed and have lots of company pride. We promote a collaborative work environment that prioritizes strengthening relationships with our customers and team members to achieve our goals.
As a growing technology solutions and services company, every team member at Velocity has the opportunity to make an impact as we challenge ourselves to provide the best technology and customer experiences in the business. We’re excited about what we do, why we do it, and who we do it for.
Diversity and Inclusion
Velocity is committed to diversity and inclusion and is dedicated to fostering a work environment where all team members are comfortable bringing their authentic selves to work and have equal opportunities to thrive. Our team members work collaboratively and draw inspiration from various perspectives and experiences that make each of us unique. This strengthens our connections with our team members, customers, and communities.
Our Values – Collaborative and Strong at the Core
- Customer-obsessed
- One team
- Do the right thing
- Let’s go!
Our Benefits
- Medical, Dental, Vision
- PTO & Paid Holidays
- Paid Sick Time
- 401K – with Employer Match
- Paid Parental Leave
- Company provided Life Insurance, Short/Long-Term Disability
- Supplemental Benefits Available
About Velocity MSC
Velocity started in 2005. Velocity's customer-obsessed approach, combined with its customized voice and data network solutions, and support services, enhances how multi-location enterprises communicate and do business. That’s why Velocity serves thousands of Fortune 500 companies across various industries. With over 500 employees, 13 redundant data centers, 450 carrier agreements, and 5,500 certified technicians throughout the U.S.— Velocity is an unstoppable force. To learn more, please visit
https://velocitymsc.com/careers/.
Velocity is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Velocity is an active participant with E-Verify.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
