Channel Development Manager (Americas)

---

Kollective Technology, Inc. is a leading SaaS network infrastructure company delivering enterprise-grade observability, analysis, and optimization solutions. The Kollective platform empowers Fortune 500 and global enterprises to improve performance, scale collaboration, and reduce operational friction across tools like Microsoft Teams, Cisco Webex, Vimeo, and Kaltura.   

Trusted by top global brands, Kollective provides actionable insight into user experience and network performance across their collaboration and video environments - helping organizations proactively identify issues, optimize digital experiences, and operate more efficiently at scale. 

Reporting & Location: 

• Reports to: VP Sales – Americas  
• Supported by: Global Head of Channel & Alliances Office  
• Base: US Remote  
• Territory: Americas (with US focus)  
• Work Distribution:  
• 60% in the field at partner locations and events   
• 40% remote (team alignment, partner meetings/outreach/planning, administration and reporting) 

About the Role  

We're creating a Channel Development Manager position - a commercial, field-based role that generates revenue through developing our partner ecosystem rather than direct prospecting. Key responsibilities include:  

• Drive strategic partner relationships across the Americas to build qualified Kollective Experience Platform (KXP) pipeline.  
• Lead channel strategy aligned with growth priorities, with strong focus on partner enablement and KXP value messaging. Mix of remote meetings and spending time onsite at partner offices whenever possible.   
• Support partner sellers through joint selling and coordinated account mapping with Americas Sales.  
• Represent Kollective at regional events, trade shows, and partner forums to boost awareness and pipeline.  
• Manage partner performance via QBRs, monitoring pipeline, deal flow, and revenue impact.  
• Align with sales, marketing, and alliances to deliver coordinated partner motions and unified messaging.  
• Run and support partnerled customer events, webinars, and demandgen programs.

Partner Ecosystem Includes: Our Americas partner network has traditionally been more focused on technology partners including Cisco, Kaltura, Microsoft, and Vimeo, to name a few. With a shift towards selling the new Kollective Experience Platform and Teams Experience product, this role will be responsible for enabling key MSPs, including but not limited to AVI-SPL, AHEAD, Trace3 and telcos like Verizon.  

This is a pure revenue-generating role where you identify and develop opportunities through partners, which our sales team then closes. Your success is measured purely on net new customer revenue booked through the partners you activate or enable, with an annual target of $2 million.  

Core Responsibilities  

Field-Based Sales Development  

• Maintain regular physical presence at strategic partner locations across the US   
• Act as an embedded SDR within partner sales teams 
• Identify and qualify opportunities through partner conversations  
• Generate pipeline through partner relationships rather than cold outreach  
• Build a sustainable rhythm of partner-sourced opportunities  

Revenue Generation Through Partners  

• Identify observability gaps and Teams performance issues within partner accounts 
• Qualify opportunities to sales-ready status before handoff  
• Ensure smooth transition of partner-sourced deals to Kollective sales team  
• Monitor opportunity progression through to closure  
• Maintain deal registration discipline for accurate revenue attribution  
• Focus exclusively on net new customer acquisition through partners  
• Drive towards $2 million annual bookings target  

Partner Sales Enablement  

• Enable partner reps to identify Kollective opportunities independently  
• Provide real-time sales support during partner customer engagements  
• Translate observability metrics into business outcomes for partner teams  
• Share success stories and talk tracks that drive pipeline  
• Support partners in positioning Kollective within their solution stack  

Performance Tracking & Reporting  

• Maintain accurate CRM records of all partner interactions and opportunities  
• Track partner-sourced net new revenue against targets  
• Provide weekly updates to VP Sales on pipeline and bookings  
• Monitor and report on conversion rates by partner category  
• Report activity metrics consistent with SDR function 

 Travel Requirements  

• Within US – regular weekly or bi-weekly partner visits across the US 
• Rest of Americas: as required based on opportunity  
• Annual sales kickoff and partner summit in the US  
• Travel Support: Expenses covered as required 

Required Qualifications  

• 3-5 years’ experience in sales development, channel partner, or field sales roles  
• Proven track record of pipeline generation and revenue contribution  
• Strong understanding of enterprise IT monitoring and digital experience management 
• Professional-level English (written and verbal) essential for enterprise engagement  
• Flexibility for US travel  

Preferred Qualifications  

• SDR/BDR experience in enterprise software or SaaS with experience in observability platforms (Splunk, Datadog, New Relic, AppDynamics, or similar) as an added plus.  
• Direct experience selling or supporting observability/monitoring solutions  
• Existing relationships within US-based MSPs, SIs, or Telcos   
• Deep knowledge of Microsoft 365 ecosystem and Teams architecture  
• Understanding of eCDN, network optimization, and collaboration technologies  
• Track record of exceeding sales development targets 
• Familiarity with structured sales qualification frameworks such as MEDDICC 

Why Join Us: 

Kollective is at an inflection point — a proven enterprise platform, a blue-chip customer base, and a channel motion that's just getting started. This is a rare opportunity to shape the partner ecosystem from the ground up, with the backing of a company whose technology is already trusted by some of the world's largest organizations. 

We welcome applications from all qualified individuals and are committed to creating an inclusive workplace. 

Please be prepared to provide 2-3 professional references as part of our application process