Channel Manager (West Region)

SUMMARY OF POSITION Driven by a combination of company growth, market demand, and success with Netrio’s Channel Partner program, the Channel Manager plays a critical role in expanding Netrio’s Channel Sales network. This role focuses on recruiting, training, and maintaining strategic engagement with new and existing channel partners who sell Netrio’s core offerings— Managed IT Services, Managed Security, Cybersecurity Governance, Cloud Services, Network as a Service, Voice & Collaboration, and Professional Services . Through strong relationship management, data-driven insights, and a proactive approach to partner enablement, the Channel Manager directly contributes to revenue growth, brand visibility, and partner loyalty. This role requires a combination of strategic thinking, technical fluency, and the ability to communicate Netrio’s value proposition effectively to partners and end customers alike. The Channel Manager will be empowered to challenge the status quo, foster long-term partnerships, and act as both a team collaborator and independent driver of success. RESPONSIBILITIES Partner Development Identify, recruit, and onboard new channel partners through direct outreach, strategic alliances, and collaboration with Technology Solution Distributors (TSDs). Build strong, long-term relationships with partners that drive consistent engagement and revenue growth. Educate partners on Netrio’s core services, target client profiles, and unique differentiators to ensure alignment and enablement. Sales Execution & Revenue Growth Meet and exceed assigned sales quotas, KPIs, and performance metrics. Support partners throughout the sales cycle—client qualification, proposal development, quoting, technical design, and contract management. Drive market awareness of Netrio’s solutions through active participation in partner events, webinars, and joint marketing efforts. Process & Coordination Collaborate cross-functionally with Sales, Technical Operations, and Marketing to align partner strategies with company objectives. Ensure smooth coordination of onboarding, quoting, ordering, and deployment activities between partners and internal teams. Maintain accurate and timely records of partner activities, forecasts, and pipeline data in CRM systems. Develop processes that streamline partner engagement and improve efficiency across the Channel program. Strategic Enablement & Reporting Conduct quarterly business reviews with key partners to assess performance and identify growth opportunities. Analyze partner performance data and trends to forecast revenue potential and refine strategy. Deliver reporting and insights to leadership on partner health, opportunities, and at-risk relationships. Support continuous improvement of the Channel Program through feedback loops and performance analysis. SKILLS & QUALIFICATIONS Strong business development and relationship management skills with a proven ability to drive partner-led growth. Demonstrated ability to influence outcomes through persuasive communication and strategic insight. Excellent presentation and negotiation skills with C-level executives. Entrepreneurial, self-starter mindset with the ability to work independently in a fast-paced, remote environment. Strong organizational and time management abilities with capacity to handle multiple partner initiatives simultaneously. Solid understanding of solution-based selling and business outcome–driven approaches. High proficiency in CRM systems (Salesforce or equivalent), Microsoft Office Suite, and virtual collaboration tools. 5+ years of experience in technology or managed services sales with measurable results. Bachelor’s degree in Business, Marketing, Communications, or a related field (or equivalent experience). PREFERRED EXPERIENCE 5+ years of experience managing or recruiting Channel Partners (TSDs, VARs, IT Consultants, Cloud Providers, etc.). Deep understanding of Managed IT, Cloud, Security, and Communications services. Proven success building and scaling channel sales programs in the technology sector. Experience presenting complex technical solutions in a way that drives business outcomes. Ability to travel up to 25% of the time for partner visits, conferences, and events. The pay range for this position is $125,000 to $130,000 annually and is applicable for candidates who will be working in the following location(s): Southern California. This range is subject to adjustment for other geographic work locations. In addition to geographic location, Netrio considers education, experience, internal equity, market demands, and other qualifying criteria to determine starting salaries. Other compensation includes a variable OTE compensation plan based on performance. In addition to compensation benefits, Netrio offers a variety of health and welfare benefits, based on eligibility, including medical and dental insurance, term life insurance, wellness programs, career development, and enrollment in our company 401(k) plan with company match. The above statements reflect the general details necessary to describe the principal functions of the position and should not be construed as a detailed description of all responsibilities required of the role.