Channel Account Manager

BCM One is seeking a Channel Account Manager to spearhead and scale our newly established Whitelabel distribution sales motion, marking a strategic expansion of our go-to-market approach. In this trailblazing role, you will operate in a hybrid hunter and account-manager capacity—driving new MSP and channel partner acquisition through our distributor ecosystem and cultivating those relationships for long-term growth.

This role combines hands-on selling, partner relationship management, and program development as you chart new territory for BCM One’s distribution strategy. You will collaborate closely with distributor counterparts and internal teams to define and refine the sales motion, ensure early partner success, and build a scalable program that integrates distribution as a core pillar within our broader sales organization. Your efforts will be instrumental in positioning BCM One at the forefront of this strategic evolution.

Work Locations: 

This is a hybrid or remote optional position with the ability to be based out of one of the following office locations: Grand Rapids, Michigan, Herndon, Virginia, Alpharetta, Georgia, or Blue Bell, Pennsylvania.  This position must live and be authorized to work in the United States; it is not eligible for relocation or sponsorship.

Travel:

25%- 50% annually within the US.

What You Will Do:

• Achieve or exceed quarterly and annual channel revenue targets through qualified partner-led opportunities.
  
• Identify, qualify, and sign strategic VARs, MSPs, and other channel partners aligned with our growth strategy.
  
• Lead partner onboarding and enablement, including product training, sales processes, marketing, and operational readiness.
  
• Develop and execute joint business plans with partners to drive revenue and go-to-market initiatives.
  
• Provide ongoing sales and technical training, monitor partner performance, and implement growth or corrective plans as needed.
  
• Drive partner-led pipeline via co-selling, demand generation, and coordinated marketing activities.
  
• Support partner opportunities with qualification, sales strategy, and resource alignment.
  
• Maintain accurate CRM data, pipeline forecasting, and compliance with partner programs.
  
• Serve as the primary business contact, fostering strong executive alignment and conducting regular business reviews.
  
• Collaborate cross-functionally to advocate for partner needs and communicate updates on products, pricing, and programs.
  

What You Will Need:

• 3+ years of experience in channel sales, partner management, or indirect go-to-market roles within technology, SaaS, UCaaS/CCaaS, or telecommunications.
  
• Proven success exceeding revenue targets and growing partner ecosystems.
  
• Experience working with VARs, MSPs, agents, distributors, or similar channel partners.
  
• Proficiency with CRM systems (e.g., HubSpot, Salesforce) and Partner Relationship Management tools.
  
• Bachelor’s degree preferred or equivalent experience.
  
• Experience with white-label or wholesale offerings is a plus.
  
• Strong relationship management and partner influence skills to drive shared goals.
  
• Excellent communication, presentation, and negotiation skills across sales, technical, and executive audiences.
  
• Ability to create and manage joint business plans with measurable results.
  
• Deep understanding of indirect sales models, partner economics, and channel strategies.
  
• Strong organizational skills with the ability to manage multiple priorities and sales cycles in a fast-paced environment.
  
• Data-driven approach with accurate forecasting and disciplined CRM usage.
  

Who We Are:

BCM One is a leading telecom provider of NextGen Communications and Managed Services that has been in business for 30 years with more than 18,000 business customers and 5,000 channel partners who rely on our products, services, and teams to support their critical underlying network infrastructure. BCM One is the parent company to our family of brands that includes SIP.US, SIPTRUNK, Flowroute, SkySwitch, and Pure IP.

Joining the BCM One team is a chance to be part of a financially strong company with an exciting growth story; over the past 4 years we’ve brought together leading companies in our space who have built products, services, and programs to innovate and disrupt our industry. Now, operating under one roof, we are taking BCM One to the next level and looking for talented individuals to help make that happen.

When you choose to work at BCM One, you get to work with a talented team and build experience with the leading technologies, suppliers, and partners in our industry. We don’t offer cookie-cutter solutions, so the opportunities are endless, and the work is always varied and interesting. We take our mission “to provide a world-class experience with every human interaction” seriously, which means everything you do makes a difference. And we’re committed to building and nurturing a diverse and inclusive workforce and environment that empowers you to do your best work, spread your wings and reach your full potential. At BCM One, we encourage our team to learn something new every day, so you don’t just become part of our growth story, we become part of yours.

Why BCM One:

We are committed to creating an environment that fosters accountability, innovation, and teamwork. Many BCM One employees have been with the company for 10+ years, which we think says a lot about our culture.

We Are a Team

• We pride ourselves on our team-based approach to providing quality solutions for our clients. BCM One encourages a culture of collaboration, exposing employees to different areas of the business and fostering career growth.
• We support employee involvement and provide opportunities to be responsible stewards via our BCM One Gives Back Program and our Emergency Fund to help our team members who are going through difficult times.

Hard Work is Recognized

• We offer an Employee of the Quarter program with a monetary award and Employee of the Year that includes a 7-day vacation package to the Caribbean. In addition, we host various regional team-building gatherings throughout the year.
• We believe in developing our team members and offer many opportunities for training, professional development and career growth.

Your Voice is Heard

• We empower our team members to speak up and look for opportunities in challenges.
• We have an Employee Council and a Diversity Equity and Inclusion Committee made up of volunteers from across the company who share a passion for making BCM One a great place to work and find ways to positively impact our communities.

How we take care of you:

• Competitive industry salaries
  
• Comprehensive medical, dental, and vision insurance
• Company-provided life and disability insurance
• Matching 401 (k) plan
• Employee Emergency Assistance Fund
• Paid holidays and vacation time
  
• FMLA

BCM One is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by applicable law.