Role Overview
The Channel Manager role at Bland involves owning and growing the Tech Service Distributor channel through strategic executive relationships, advisor activation, and co-sell execution. Based in San Francisco or operating remotely, this position suits an experienced channel professional who thrives in a fast-paced environment and wants to scale an innovative voice AI platform.
Key Responsibilities
Own the business plan and day-to-day relationships for assigned TSD partners, starting with Telarus and expanding to other strategic distributors.
Build strong networks with TSD executives, supplier management, channel managers, solution engineers, and field leaders to maximize visibility.
Segment the advisor base to identify high-potential firms and create account-level activation plans that turn awareness into registered opportunities and revenue.
Recruit, onboard, certify, and continuously enable advisors to spot strong Bland use cases and introduce the platform to the right customers.
Run scalable enablement programs including webinars, office hours, sales plays, battlecards, case studies, demo sessions, and newsletters.
Plan and execute joint go-to-market campaigns, regional events, and distributor programs alongside internal marketing and sales teams.
Generate partner-sourced pipeline via proactive advisor outreach, event follow-up, account mapping, and targeted co-selling motions.
Qualify and manage deal registrations, coordinate internal account executives and technical resources, and guide advisors through the entire sales cycle.
Maintain accurate pipeline and forecast data in the CRM while reporting partner performance metrics to leadership.
Establish quarterly business reviews and joint success metrics covering enabled advisors, active sellers, pipeline growth, and wins.
Represent Bland at TSD conferences, regional meetups, roadshows, and advisor events with swift follow-ups to convert engagement into pipeline.
Gather field feedback regarding competitive positioning and product gaps to share with product, marketing, and leadership teams.
Help build repeatable channel processes, rules of engagement, and operating rhythms that can scale across the broader TSD ecosystem.
Requirements
Five or more years of professional experience in channel sales, partner management, indirect sales, alliances, or business development within enterprise technology.
Direct working experience with TSDs, technology advisors, agents, brokers, master agents, or comparable indirect sales ecosystems.
A proven record of generating partner-sourced pipeline and closed revenue.
Ability to build relationships across distributor leadership, field teams, and individual advisor firms.
Strong enablement and presentation skills with the ability to make AI and contact center technology understandable and actionable for advisors.
Disciplined opportunity management, forecasting, follow-up, and CRM hygiene skills.
Comfort leading co-sell activity with account executives and technical teams while maintaining clear roles and partner communication.
High ownership and a bias for action to build structure and programs without a fully developed playbook.
Willingness to travel regularly for distributor meetings, advisor visits, conferences, roadshows, and customer opportunities.
Nice to Have
Established relationships within Telarus or other major TSD and technology-advisor communities.
Experience selling voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or adjacent cloud solutions.
Experience developing partner campaigns, incentive programs, certifications, sales plays, and event strategies with channel marketing.
Familiarity with enterprise contact center economics, automation use cases, consumption-based software, and ROI-based selling.
Background working at a high-growth or early-stage company helping establish a new channel route to market.
Executive presence and confidence working with owners of advisor firms, distributor leadership, and enterprise customer stakeholders.
Skills and Tools
Channel sales and partner management
Indirect sales ecosystems and TSD relations
Pipeline generation and opportunity management
CRM maintenance and forecasting
Sales enablement and presentations
Co-selling and deal registration coordination
Salary and Benefits
Competitive base salary with performance-based variable compensation tied to partner activation, pipeline, and revenue.
Meaningful equity in a high-growth, well-funded AI company.
Comprehensive benefits package.
Regular partner and customer travel opportunities.
About the Company
Bland AI is the voice AI platform built for enterprises with high-volume, complex call center operations. By building its voice AI stack in-house, the company solves core infrastructure problems like latency, reliability, and real-world complexity across transcription, language models, and text-to-speech. Bland has raised over $100 million from investors such as Emergence Capital, Scale Venture Partners, and Y Combinator, and empowers businesses to autonomously handle sophisticated inbound and outbound conversations.
How to Apply
Candidates should apply directly on the official Bland careers page to submit their application for this role.
