The Inside Channel Manager (ICM) is responsible for managing and growing relationships with existing channel partners whose total contract value (TCV) is under $50K per year. This role focuses on partner engagement, reactivation, and support of lower-tier accounts to drive incremental revenue.
Key Responsibilities:• Partner Management: Manage all existing channel partners with less than $25K in annual TCV, providing consistent communication, enablement, and support to grow account performance.• Partner Re-engagement & Development: Re-engage partners from legacy or abandoned lists that have not been actively managed by previous Channel Managers. This also includes working with potential new partners and existing partners with whom the ICM has established a relationship. These partners may be managed by the ICM within their assigned territory.
Any partner outside of the ICM’s designated territory will be redirected to the appropriate Inside Channel Manager via the Director of Channel.• Opportunity Triage: All sales opportunities that require customer on-site support will be escalated to the appropriate Channel Manager in that territory through the Director of Channel. These deals will be split 50/50 between the Inside Channel Manager and the assigned Channel Manager. If a partner repeatedly requires on-site support, the Director of Channel may reassign that partner to a Channel Manager permanently.• Large Partner Handling: When engaging with new or existing large partners—typically those with dedicated sales organizations—who require regular in-person interaction, these accounts should be escalated immediately to the Director of Channel for reassignment to an Outside Channel Manager.
Benefits:
Crexendo offers a comprehensive benefits package including; equity, medical, vision, dental, holiday pay, paid time off (PTO), paid sick time (PST), and up to 3.5% 401K match.
