Channel Sales Manager V
About the Role
We are seeking a highly skilled Channel Manager to lead and expand our indirect channel ecosystem for the rapidly growing Optical Pluggables portfolio, including 400G/800G ZR/ZR+, and growing to 1.6T solutions. This role is pivotal in driving channel sourced revenue, enhancing partner capabilities, and strengthening our competitive position in the optical networking market. The successful candidate will build and manage high value partner relationships, develop channel sales strategies, execute enablement programs, and collaborate cross functionally to accelerate indirect sales.
Key Responsibilities
Primary Responsibilities
- Develop, execute, and refine channel strategies that align with the Optical Pluggables portfolio and growth strategy.
- Identify, recruit, onboard, and mature new channel partners across OEMs, distributors, VARs, integrators, and ecosystem partners.
- Maintain strong executive level relationships within partner organizations to drive long term engagement.
- Lead partner enablement for optical technologies, ensuring partners are technically and commercially effective.
- Support partner deal development through value prop messaging, opportunity qualification, and competitive positioning.
- Monitor partner performance and provide structured reporting against program KPIs.
- Oversee forecasting, pipeline accuracy, and lifecycle management for channelled deals.
- Ensure ongoing alignment with Sales, Product, Engineering, and Marketing stakeholders.
Secondary Responsibilities
- Conduct competitive and market assessments and incorporate partner feedback into strategy.
- Support expansion into new partner segments such as OEMs, whitebox integrators, regional VARs, and distributors.
- Provide internal feedback to shape roadmap, product positioning, and partner resources.
- Participate in initiatives that support indirect market expansion (Hyperscaler, Data Center, private wireless, etc.).
Key Performance Indicators (KPIs)
- Channel sourced revenue performance vs. quota targets.
- Number of newly onboarded partners per quarter.
- Growth in indirect channel pipeline for Optical Pluggables.
- Partner performance metrics, including PLV, win rates, deal size, and repeat business.
- Quality and frequency of competitive and market intelligence collected through partners.
- Forecasting accuracy for channelled opportunities.
Required Qualifications
- Strong understanding of optical networking technologies, including coherent pluggable optics and IPoDWDM trends.
- Demonstrated experience in channel development, indirect sales, or partner management.
- Proven ability to build executive level partner relationships and influence outcomes.
- Strong business acumen with ability to assess partner capabilities and drive joint success.
- Excellent communication, negotiation, and cross functional collaboration abilities.
- Analytical capability to assess partner metrics and support quota planning.
- Some International travel required.
Preferred Qualifications
- Experience with optical pluggable modules, DWDM, open optical systems, or routing ecosystems.
- Background in telecom, optical hardware, or datacenter interconnect solutions.
- Familiarity with distributor/VAR ecosystems and channel incentive structures.
Why Join Us? This role is central to scaling our indirect sales strategy in one of the most dynamic segments of the networking market. You will shape the partner ecosystem, influence product direction, and help drive market adoption of cutting edge optical pluggable technologies. As we are looking for a remote position, the disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. 1Finity aligns salaries to the specific geographic location in which the work is primarily performed. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the circumstances of each situation. The pay range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: specific skills, qualifications, experience, and comparison to other employees already in this role. The pay range for this position is estimated at$144,550 to $206,500 USD. Additionally, this role may be eligible for a short-term incentive based on company results and individual performance. As a technology company, 1Finity recognizes that human resources are its most important capital. To create an environment where all employees can work positively and healthily, both in mind and body, we offer a full range of health, 401K, and other benefits. Apply tot his job Apply To this Job