Senior Channel Manager

Ooma, Inc.

Senior Channel Manager owning and growing partner portfolios for FluentStream's cloud communication solutions. Driving partner-led sales and building strong relationships with channel partners.

Posted 6/20/2026full-timeRemote • California • 🇺🇸 United StatesSenior💰 $150,000 per yearWebsite

Tech Stack

Tools & technologies

ApolloVoIP

About the role

Key responsibilities & impact

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 that targets agents, MSPs, IT consultants, and strategic resellers with the profile and capacity to deliver sustained results
Develop and implement structured activation plans for new and dormant partners, with clear milestones from onboarding through first deal and ongoing productivity
Lead and support partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner reps to increase their independent deal velocity
Collaborate with Marketing to design, execute, and continuously improve co-marketing campaigns and partner enablement programs that generate measurable pipeline
Build deep, multi-threaded relationships within partner organizations, from ownership and leadership to field reps, ensuring FluentStream is a preferred and trusted vendor
Serve as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that meaningfully shortens time-to-revenue and improves close rates
Leverage AI tools throughout the channel workflow, including 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 as needed
Surface patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing improvements in our partner program and go-to-market approach

Requirements

What you’ll need

7+ years of experience in indirect or channel sales, with a demonstrated track record of owning a partner portfolio and consistently hitting or exceeding quota
Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, with a strong understanding of how agents, MSPs, and resellers evaluate, sell, and support these offerings
Proven success building durable, high-performing partner relationships that drive sustained bookings growth and long-term revenue production
Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the technical credibility to support complex partner and customer conversations
Experience leading joint sales efforts and managing multi-stakeholder opportunities, with the ability to engage effectively with partner principals, sales teams, and end customers
Exceptional communication, relationship-building, and interpersonal skills, with a talent for establishing trust quickly, influencing without authority, and building credibility with partners and customers alike
Demonstrated ability to operate independently, manage a portfolio of partners, and prioritize competing initiatives in a high-autonomy environment
Customer- and partner-centric mindset, combined with a proactive, results-oriented approach, strong organizational skills, attention to detail, and the ability to manage multiple priorities effectively
Proficiency with Salesforce or a comparable CRM platform, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo or similar platforms 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.

Benefits

Comp & perks

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.

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

UCaaSVoIPSIPchannel salespartner recruitmentsales coachingpipeline managementforecastingpartner enablementsales cycle management

Soft Skills

communicationrelationship-buildinginterpersonal skillsinfluencingtrust establishmentindependent operationorganizational skillsattention to detailresults-oriented approachmulti-priority management

Certifications

Bachelor’s degree