Channel Account Manager – TSD & Affiliate

About this role

<p><strong>Location<br></strong>Our <strong>Channel Account Manager – TSD & Affiliate</strong> will be an integral part of our Sales team in the US. This role is based remotely and can be performed anywhere in the US.</p> <p><strong>Who We Are</strong><strong><br></strong>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.</p> <p>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.</p> <p>With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.</p> <p><strong>The Opportunity<br></strong>As a <strong>Channel Account Manager, </strong>you will own both our TSD partner relationships and our sub-agent recruitment and activation motion.This dual-focus role combines the strategic relationship management and enablement responsibilities of a traditional National Channel Manager with the outbound energy and partner development hustle of a Channel Account Executive. You will serve as the primary point of contact for TSD partners while simultaneously identifying, recruiting, and activating new sub-agents within the TSD ecosystem — building the pipeline and partnerships that fuel DoiT's indirect channel growth.</p> <p>You are equally comfortable running a structured executive business review with a TSD partner principal and cold-pitching a prospective sub-agent you identified at a partner summit last week. You know the indirect channel inside and out, and you thrive building something from the ground up in a fast-moving environment.</p> <h4><strong>Responsibilities</strong></h4> <p><strong>TSD Partner Relationship Management</strong></p> <ul> <li>Serve as the dedicated relationship owner for DoiT's TSD partner portfolio, acting as their primary point of contact across commercial, technical, and operational matters.</li> <li>Build and maintain deep, trusted relationships with key stakeholders at TSD partners — including partner principals, channel managers, sales teams, and technical leads.</li> <li>Conduct regular business reviews with TSD partners to assess performance, align on pipeline, and identify growth opportunities.</li> <li>Represent DoiT at partner events, industry conferences, and TSD-hosted summits to strengthen brand presence and deepen relationships.</li> </ul> <p><strong>Sub-Agent Recruitment & Activation</strong></p> <ul> <li>Identify and target prospective sub-agent partners within the TSD ecosystem, building a robust recruitment pipeline of high-potential agents.</li> <li>Lead outbound prospecting efforts through direct outreach, TSD partner events, industry networks, and hyperscaler referrals.</li> <li>Own the full activation journey from first contact through signed agreement, onboarding, and first deal — ensuring new sub-agents are set up for early success.</li> <li>Maintain accurate tracking of all prospecting activity, partner status, and activation milestones in CRM.</li> </ul> <p><strong>Pitch, Discovery & Pipeline Development</strong></p> <ul> <li>Lead compelling, confident introductory pitches of DoiT’s solutions to prospective sub-agents without requiring technical support in the room.</li> <li>Work with the sub-agent on executing customer deal registration for DoiT’s solutions.</li> <li>Work alongside the Channel Account Executive to track all customer deal registrations and opportunities from qualification through close.</li> </ul> <p><strong>Channel Strategy & Joint GTM</strong></p> <ul> <li>Develop and execute joint business plans with TSD partners, setting clear revenue targets, milestones, and co-sell activities.</li> <li>Influence TSD partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base.</li> <li>Collaborate with DoiT's Marketing team on TSD-specific campaigns, events and initiatives.</li> <li>Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy.</li> </ul> <p><strong>Partner Enablement</strong></p> <ul> <li>Work alongside DoiT’s Partner Success Team to design and deliver enablement programs equipping TSD partner sales and technical teams to effectively position and sell DoiT solutions.</li> <li>Support sub-agent partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations.</li> <li>Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to TSD and sub-agent audiences.</li> </ul> <p><strong>Cross-Functional Collaboration</strong></p> <ul> <li>Act as an advocate internally for both TSD partners and sub-agents — communicating partner needs, deal context, and escalation requests across the organization.</li> <li>Provide structured feedback to leadership, Product, and GTM Strategy teams…