✨ AI Insights & Summary
FluentStream, part of Ooma, is searching for a seasoned Senior Channel Manager to spearhead the growth of their channel partner program, targeting significant SMB deal volume. This high-autonomy role is perfect for a strategic leader with a proven track record in indirect sales, a robust partner network, and the vision to scale operations. The position offers a unique opportunity to leverage AI tools for enhanced partner engagement, develop innovative recruitment and enablement strategies, and directly impact the company's go-to-market success in a role with substantial earning potential.
About the Role
We are seeking a Senior Channel Manager to own and grow a portfolio of channel partners, driving consistent SMB deal volume for FluentStream. This is a high-autonomy role for an experienced channel professional with a proven strategy, a strong partner network, and the judgment to build a scalable program. You will be responsible for managing a growing partner portfolio, driving partner-led pipeline through co-selling and enablement, and collaborating with Marketing on campaign development. You'll also contribute to shaping partner recruitment and activation strategies at scale.
What You'll Do
- Own bookings targets through a portfolio of channel partners, driving consistent deal volume by recruiting new partners and maximizing production from existing ones.
- Build and execute a partner recruitment strategy targeting agents, MSPs, IT consultants, and strategic resellers with the capacity for sustained results.
- Develop and implement structured activation plans for new and dormant partners, guiding them from onboarding through initial productivity.
- Lead and support partner-sourced opportunities through the full sales cycle, including coaching partner reps to increase their independent deal velocity.
- Collaborate with Marketing to design, execute, and improve co-marketing campaigns and partner enablement programs that generate measurable pipeline.
- Build deep, multi-threaded relationships within partner organizations to establish FluentStream as a preferred vendor.
- Serve as a product and sales motion expert for your partner portfolio, providing training and deal support to shorten time-to-revenue and improve close rates.
- Leverage AI tools for partner research, outreach, enablement content, and deal coaching to accelerate partner activation and improve win rates.
- Accurately forecast bookings, maintain clean pipeline hygiene, and keep all activity current in Salesforce.
- Represent FluentStream at partner events, industry conferences, and joint customer meetings.
- Surface field insights, patterns, and opportunities to Channel Marketing, Product, and other stakeholders to inform program improvements.
Experience We're Looking For
- 7+ years of experience in indirect or channel sales, with a proven track record of owning a partner portfolio and consistently exceeding quota.
- Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, understanding their evaluation, sales, and support processes.
- Proven success in building high-performing partner relationships that drive sustained bookings growth.
- Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the credibility to support complex conversations.
- Experience leading joint sales efforts and managing multi-stakeholder opportunities.
- Exceptional communication, relationship-building, and interpersonal skills.
- Demonstrated ability to operate independently, manage a partner portfolio, and prioritize effectively in a high-autonomy environment.
- Customer- and partner-centric mindset, with a proactive, results-oriented approach and strong organizational skills.
- Proficiency with Salesforce or a comparable CRM, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo is advantageous.
- Experience leveraging AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement is highly valued.
- Ability to travel up to 25% for partner meetings, joint sales calls, and industry events.
- Bachelor’s degree or equivalent professional experience preferred.
What We Offer
Working at Ooma means being a team player, while allowing your individual voice to come through. You’ll receive competitive compensation, benefits, and generous company perks, including:
- Comprehensive Medical/Dental/Vision insurance for you and eligible dependents.
- Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability).
- FSA Healthcare & Dependent Care.
- Commuter Benefits.
- Voluntary Accident, Critical Illness, Hospital Indemnity and Legal.
- 401(k), including employer match, and Roth.
- Employee Stock Purchase Plan (ESPP).
- Paid Time off, Sick Time, as well as corporate holidays observed.
- Employee Assistance Program.
- Life Balance benefits with Travel Assistance Services and Identity Theft.
- Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc.
Equal Opportunity Employer & AI Usage
Ooma is an equal-opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws. We may utilize AI-enabled tools during the hiring process for resume review, scheduling, and interview note-taking or transcription. These tools support our hiring team, and all employment decisions are made by human reviewers. Candidates will be notified in advance and their consent obtained if interviews are recorded or transcribed.
Compensation
This role offers a base salary and commission structure. The expected On-Target Earnings (OTE) for this position are up to $150,000 annually. Actual base pay will vary based on factors such as experience, skills, education, and location. The pay range is subject to change.