Position Summary

The Channel Manager is responsible for expanding and activating DartPoints’ existing partner ecosystem across the Midwest and Southeast. This role focuses on driving qualified new partner-sourced pipeline through agents and VARs by leveraging Technology Services Distributors (TSDs). The Channel Manager will work closely with partners, Account Executives, and Solutions Architects to ensure disciplined deal registration, high-quality opportunity qualification, and consistent execution through the sales cycle. This is a mid-level, growth-oriented role designed for someone with experience who is still developing their career.

Primary Responsibilities

• Activate and expand production within existing TSD relationships by engaging sub-agents and VAR partners.

• Build mindshare with high-potential agents and VARs in DartPoints’ Midwest, South Central, and Southeast markets.

• Own the channel deal registration process, ensuring accurate CRM entry and qualification before routing to sellers.

• Support partner-sourced opportunities alongside Account Executives from discovery through close.

• Educate partners on DartPoints’ value proposition, regional footprint, and ideal use cases.

• Participate in joint calls, account mapping, trainings, and regional partner events.

• Maintain accurate activity, pipeline, and opportunity tracking in CRM.

• Focus on pipeline quality and early disqualification when appropriate.

Qualifications

• Education: Bachelor’s degree, minimum

• 3–6 years of experience in channel sales, partner management, or indirect sales.

• Experience working with Technology Services Distributors (TSDs), including sub-agent engagement and deal registration.

• Familiarity with major TSDs such as Avant, Telarus, Sandler, Intelisys, or Bridgepointe.

• Experience in colocation, cloud, managed services, or related infrastructure markets.

• Other: Strong organizational and communication skills with CRM experience.

The following criteria apply to all positions:

• Employees must complete individual quarterly objectives as assigned

• Employees must demonstrate commitment to all corporate core values: Customers First, Integrity, Initiative, Problem-Solving

Disclaimer: This job description has been designed to indicate the general nature and level of work performed by employees within this position and may change at any time with or without notice.? It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.