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DoiT

Manager, MSP Indirect Channels

DoiT · United States

  • Hybrid
  • Full-time
  • $150,000 / year
  • United States
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Job highlights

  • Lead sales team for partner-driven revenue.
  • Develop and execute channel sales strategy.
  • Build and manage partner relationships.
  • Drive new logo acquisition via MSPs/Resellers.
  • Manage team performance and pipeline development.

About the role

Manager, MSP Indirect Channels - Remote US

DoiT is seeking a driven and experienced Manager, Indirect Channels to join our Sales team. This role is based remotely in the US.

About DoiT

DoiT is a global technology company empowering cloud-driven organizations to achieve business growth and innovation. We integrate data, technology, and human expertise to ensure our customers operate efficiently and scalably in the cloud. Our solution, DoiT Cloud Intelligence, addresses complex multicloud challenges and drives efficiency. With extensive multicloud experience, we specialize in Kubernetes, GenAI, and CloudOps. As an award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we serve over 4,000 customers worldwide.

The Opportunity

The Manager, Indirect Channels will lead and scale a team of Account Executives focused on acquiring new customers through our partner ecosystem, with a strong emphasis on Managed Service Providers (MSPs) and Resellers. This role is pivotal in overseeing the strategy, execution, and performance of partner-led sales motions within the indirect channel. You will collaborate closely with DoiT’s Alliances, Product, Marketing, and regional leadership teams to cultivate a consistent pipeline via partner referrals, co-sell engagements, and partner-initiated opportunities.

Your primary responsibility will be to guide your team in sourcing, qualifying, and closing high-value opportunities introduced through MSP and Reseller relationships. You will ensure alignment between partner value propositions and customer outcomes, establishing scalable processes to accelerate partner-driven revenue. This is a quota-carrying leadership position accountable for team performance, pipeline development, and the overall success of the indirect sales motion.

Responsibilities:

  • Team Leadership & Development: Lead, coach, and develop a team of MSP/Reseller Account Executives focused on partner-driven pipeline and revenue. Provide guidance on opportunity strategy, deal execution, and partner engagement. Conduct regular pipeline reviews, forecasting, and performance management. Foster a high-performance culture of collaboration and accountability.
  • Partner Ecosystem Strategy: Develop and execute the strategy for MSP and Reseller-driven revenue within the indirect channel. Collaborate with the Alliances team to strengthen strategic partnerships and expand the ecosystem. Identify opportunities to enhance co-sell processes, partner enablement, and pipeline generation.
  • Pipeline Development & Sales Execution: Ensure the team consistently builds high-quality pipeline through partner referrals, joint selling, and partner-led opportunities. Support Account Executives in navigating complex sales cycles and positioning DoiT Cloud Intelligence™. Collaborate with Deal Desk, Solutions Engineering, and leadership to structure competitive deals.
  • Cross-Functional Collaboration: Partner with Marketing on campaigns and events to generate pipeline through indirect channels. Work with Product and GTM Strategy teams to relay market feedback on partner needs and customer demand. Ensure smooth transitions to Account Management post-closure.
  • Operational Excellence & Forecasting: Maintain accurate pipeline visibility and forecasting for the MSP/Reseller team. Uphold CRM hygiene and reporting practices. Identify trends in pipeline development, deal velocity, and partner engagement. Refine processes and sales playbooks for efficiency and scalability.

Qualifications:

  • 7+ years of sales experience in B2B SaaS and/or cloud industries.
  • 2+ years of sales leadership or team management experience.
  • Strong background in channel sales, MSP partnerships, or reseller ecosystems.
  • Proven track record of building and scaling partner-driven pipeline and revenue.
  • Experience managing complex, multi-stakeholder sales cycles.
  • Tool fluency with CRM, CPQ, and CLM platforms.
  • Exceptional leadership, communication, and stakeholder management skills.

Are you a Do’er?

Be your truest self. Work on your terms. Make a difference. We are a global team of talented individuals who work remotely, offering the flexibility to balance work and home life. We support professional and personal skill development. Being a Do’er means being entrepreneurial, pursuing knowledge, and having fun!

Core Values: Entrepreneurial, Pursuit of Knowledge, Fun

Check out our Glassdoor Page.

Full-time employee benefits include:

  • Unlimited Vacation
  • Flexible Working Options
  • Health Insurance
  • Parental Leave
  • Employee Stock Option Plan
  • Home Office Allowance
  • Professional Development Stipend
  • Peer Recognition Program

Many Do’ers, One Team

DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.

Key skills/competency:

  • Sales Management
  • Channel Sales
  • MSP Partnerships
  • Partner Ecosystem
  • Pipeline Development
  • Revenue Generation
  • B2B SaaS Sales
  • Cloud Industry
  • Team Leadership
  • Sales Strategy

Skills & topics

  • Sales Manager
  • Indirect Channels
  • MSP
  • Resellers
  • Channel Sales
  • B2B SaaS
  • Cloud Sales
  • Partner Management
  • Team Leadership
  • Sales Strategy
  • AWS
  • Google Cloud
  • Microsoft Azure
  • Kubernetes
  • GenAI
  • CloudOps
  • CRM
  • CPQ
  • CLM
  • Remote

How to get hired

  • Tailor your resume: Highlight your B2B SaaS, cloud sales, and channel partnership experience, emphasizing MSP and reseller ecosystem success.
  • Showcase leadership skills: Quantify your experience in team management, pipeline development, and revenue generation for indirect channels.
  • Demonstrate strategic thinking: Prepare examples of how you've developed and executed channel sales strategies to drive new logo acquisition.
  • Research DoiT's culture: Understand their 'Do'er' mentality, focus on entrepreneurial spirit, knowledge pursuit, and teamwork.
  • Prepare for interviews: Be ready to discuss complex sales cycles, stakeholder management, and your approach to forecasting and operational excellence.

Technical preparation

Master CRM and sales enablement tools.,Understand cloud platforms (AWS, Azure, GCP).,Practice cloud solution selling techniques.,Develop pipeline forecasting skills.

Behavioral questions

Describe leading a remote sales team.,How do you build partner relationships?,How do you drive revenue through channels?,Tell me about a complex sales cycle.

Frequently asked questions

What is the primary focus for the Manager, MSP Indirect Channels at DoiT?
The primary focus for the Manager, MSP Indirect Channels at DoiT is to lead and scale a team of Account Executives responsible for driving new logo acquisition through the company's partner ecosystem, with a strong emphasis on Managed Service Providers (MSPs) and Resellers.
Is this a remote position?
Yes, this Manager, MSP Indirect Channels position is based remotely within the United States.
What type of experience is required for this role?
The role requires at least 7 years of sales experience in B2B SaaS and/or cloud industries, with a minimum of 2 years in sales leadership or team management. Strong experience in channel sales, MSP partnerships, or reseller ecosystems is essential.
How does DoiT foster a positive work environment?
DoiT promotes a positive work environment through its 'Do'er' culture, emphasizing entrepreneurial spirit, continuous learning, and fun. They offer flexible working options, unlimited vacation, and support for professional development, fostering a remote-first team where diversity is a strength.
What are the key responsibilities of the Manager, MSP Indirect Channels?
Key responsibilities include leading and developing a sales team, developing and executing channel partner strategy, driving pipeline development and sales execution through partners, collaborating with cross-functional teams, and ensuring operational excellence and accurate forecasting.
What benefits does DoiT offer to full-time employees?
DoiT offers a comprehensive benefits package including unlimited vacation, flexible working options, health insurance, parental leave, an employee stock option plan, a home office allowance, a professional development stipend, and a peer recognition program.
How important is collaboration with other teams in this role?
Collaboration is crucial. The Manager will work closely with Alliances, Product, Marketing, regional leadership, Deal Desk, and Solutions Engineering teams to ensure successful strategy execution, pipeline generation, and seamless customer transitions.
What does 'DoiT Cloud Intelligence' refer to?
DoiT Cloud Intelligence is the company's solution that integrates advanced technology with human expertise to help customers solve complex multicloud problems, drive efficiency, and achieve a well-architected and scalable cloud state.

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