Job Description

We are hiring a Channel Sales Manager to drive pipeline creation and co-sell execution with Microsoft. This is an execution-focused role responsible for converting partner referrals into qualified customer opportunities through systematic customer engagement, discovery, and qualification. You will own the full lifecycle of early stage opportunity progression, maintain consistent follow-up discipline, and ensure all partner-sourced pipeline is properly documented and advanced.

The strategy is defined in collaboration with leadership. You own the execution. This is a results-oriented position where compensation is directly tied to your ability to generate qualified pipeline—strong execution equals strong earnings.

Responsibilities

• Convert pipeline opportunities into sales qualified opportunities through systematic customer engagement, discovery calls, and business case development.
• Conduct customer discovery calls to validate business problems, assess Striim fit, and determine qualified next steps
• Document all customer interactions and qualification decisions in Salesforce with full transparency; maintain 100% CRM accuracy
• Generate sales qualified opportunities per quarter (primary success metric)
• Execute co-sell motions with Microsoft account teams; coordinate joint customer meetings, technical reviews, and POC scoping
• Maintain active engagement with several Microsoft stakeholders (AEs, technical specialists, partner managers); conduct joint customer meetings per week
• Develop event strategy before execution, including pre-event outreach, target accounts, and post-event follow-up plans with clear ownership and conversion timelines
• Execute post-event follow-up with detailed action plans; do not wait until after events to plan follow-up motions
• Manage all logistics and communication for partner programs, ensuring on-time delivery and partner satisfaction
• Maintain Salesforce hygiene, partner engagement tracking, and weekly reporting on customer engagement activities and pipeline progression
• Provide weekly visibility on: customer discovery calls conducted, pipeline progression, blocked opportunities and unblock actions, and partner feedback
• Manage multiple programs and execution priorities independently with minimal oversight
• Escalate blockers proactively and own unblock actions

Requirements

• 3–5 years of experience in a partner-facing, channel, or field execution role, ideally within a cloud and/or data-focused environment
• Direct experience working with Microsoft Azure in a co-sell or field engagement capacity
• Proven track record of converting partner referrals into qualified customer opportunities
• Familiarity with cloud ecosystems and a basic understanding of the modern data landscape
• Exceptional follow-through and execution discipline; delivers commitments on time
• Systematic approach to follow-up with strong calendar management, tracking discipline, and milestone-based cadence
• Highly organized and detail-oriented with strong process discipline and CRM proficiency
• Comfortable making go/no-go qualification decisions based on defined criteria
• Confident communicator who can manage multiple stakeholders across partner organizations, customers, and internal teams
• Clear written communication; able to summarize discovery findings and business cases for leadership and partners
• Capable of managing programs and executing tasks independently with limited oversight
• Proficiency with Salesforce, tracking tools, and partner reporting systems
• Responsive and reliable across email, Slack, chat, and phone
• Comfortable with travel and in-person event participation (up to 50%). Non-negotiable.
• Ability to quickly absorb technical concepts; comfort learning new technical information

Preferred Qualifications

• Bachelor's degree in Business, Marketing, or related field—or equivalent practical experience
• Previous experience supporting partner-led go-to-market programs or co-sell efforts with Microsoft
• Prior background in technical sales or solution engineering
• Experience managing partner referral pipelines at scale
• Familiarity with data platforms, analytics, or real-time data concepts

We offer:

• Competitive base salary with performance-based variable compensation directly tied to pipeline creation
• Pre-IPO stock options
• Comprehensive health care plans (medical, dental, vision), including medical and dependent FSA
• Retirement plan (401K)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Opportunity to work with a $1B+ partner (Microsoft) and drive meaningful co-sell motions
• High-velocity, execution-focused team with clear strategy and leadership backing
• Direct impact on company revenue and GTM success

We are an equal-opportunity employer, and we value diversity at our company. All applicants are considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability status.

Compensation Range

Base Salary: $130,000 - $145,000 USD on an annualized basis. In addition to base pay this role offers the opportunity to earn variable compensation. Total OTE: $185,000 - $220,000 USD

Variable compensation is earned quarterly: at 100% attainment of both metrics, you earn your full quarterly variable. Below 100% attainment, you earn proportionally. This structure aligns your earnings directly with your execution and pipeline creation.