Senior Channel Manager, FluentStream at Ooma

United States

Here at Ooma we empower people to connect in smarter ways. We do this by creating powerful communication experiences through our cloud-based platform to bring people together at work and at home. Our solutions help small business owners stay connected with their customers and manage their businesses from anywhere. For larger companies we provide customized unified communications solutions to meet their unique needs. At home, we help our customers connect with their loved ones by providing the #1 rated VoIP phone service available. We also provide them with peace of mind through our innovative smart home security solution. At Ooma, all our products and services are priced competitively, because we believe advanced technology should be accessible to all. FluentStream is a fast-growing provider of cloud-based communication solutions designed for small and medium-sized businesses. We empower businesses with a modern, enterprise-grade phone system that’s easy to use, reliable, and cost-effective. As a preferred vendor for various franchise networks and business communities, we help organizations streamline their communications while delivering exceptional customer experiences. About the Role: We’re looking for a Senior Channel Manager who can own and grow a portfolio of channel partners that consistently delivers SMB deal volume for FluentStream. This is a high-autonomy role for a seasoned channel professional who brings a proven playbook, a strong partner network, and the judgment to build something that scales. You will own a growing portfolio of channel partners, drive partner-led pipeline through active co-selling and enablement, and collaborate with Marketing to develop campaigns that produce results. You’ll also help shape how we recruit and activate partners at scale, bringing your experience to bear on process and approach, not just execution. Success looks like a reliable rhythm of partner-sourced bookings, strong partner relationships, and a growing bench of active producers. What You’ll Do: Own bookings targets through a portfolio of channel partners, driving consistent deal volume by recruiting new partners and maximizing production from existing ones Build and execute a partner recruitment strategy that targets agents, MSPs, IT consultants, and strategic resellers with the profile and capacity to deliver sustained results Develop and implement structured activation plans for new and dormant partners, with clear milestones from onboarding through first deal and ongoing productivity Lead and support partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner reps to increase their independent deal velocity Collaborate with Marketing to design, execute, and continuously improve co-marketing campaigns and partner enablement programs that generate measurable pipeline Build deep, multi-threaded relationships within partner organizations, from ownership and leadership to field reps, ensuring FluentStream is a preferred and trusted vendor Serve as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that meaningfully shortens time-to-revenue and improves close rates Leverage AI tools throughout the channel workflow, including partner research, outreach, enablement content, and deal coaching, to accelerate partner activation and improve win rates Accurately forecast bookings, maintain clean pipeline hygiene, and keep all activity current in Salesforce Represent FluentStream at partner events, industry conferences, and joint customer meetings as needed Surface patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing improvements in our partner program and go-to-market approach Experience We’re Looking For: 7+ years of experience in indirect or channel sales, with a demonstrated track record of owning a partner portfolio and consistently hitting or exceeding quota Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, with a strong understanding of how agents, MSPs, and resellers evaluate, sell, and support these offerings Proven success building durable, high-performing partner relationships that drive sustained bookings growth and long-term revenue production Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the technical credibility to support complex partner and customer conversations Experience leading joint sales efforts and managing multi-stakeholder opportunities, with the ability to engage effectively with partner principals, sales teams, and end customers Exceptional communication, relationship-building, and interpersonal skills, with a talent for establishing trust quickly, influencing without authority, and building credibility with partners and customers alike Demonstrated ability to operate independently, manage a portfolio of partners, and prioritize competing initiatives in a high-autonomy environment Customer- and partner-centric mindset, combined with a proactive, results-oriented approach, strong organizational skills, attention to detail, and the ability to manage multiple priorities effectively Proficiency with Salesforce or a comparable CRM platform, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo or similar platforms is advantageous Experience leveraging AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement is highly valued Ability to travel up to 25% for partner meetings, joint sales calls, and industry events Bachelor’s degree or equivalent professional experience preferred This role offers a base salary and commission structure designed to reward performance and business growth. The expected On-Target Earnings (OTE) for this position are up to $150,000 annually, with actual earnings dependent on performance against targets. Actual base pay will vary based on factors such as experience, skills, education, and location. The pay range is subject to change and may be modified in the future. What We Offer: Working at Ooma means being a team player, while allowing your individual voice to come through. And, you'll receive competitive compensation, benefits and generous company perks. Comprehensive Medical/Dental/Vision insurance for you and eligible dependents HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund) Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability) FSA Healthcare & Dependent Care Commuter Benefits Voluntary Accident, Critical Illness, Hospital Indemnity and Legal 401(k), including employer match, and Roth Employee Stock Purchase Plan (ESPP) Paid Time off, Sick Time, as well as corporate holidays observed Employee Assistance Program Life Balance benefits with Travel Assistance Services and Identity Theft Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc. #LI-CC1 Ooma is an equal-opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws. We may utilize AI-enabled tools during the hiring process, including for resume review, scheduling, and interview note-taking or transcription. These tools are used solely to support our hiring team; all employment decisions are made by human reviewers. Where interviews are recorded or transcribed, candidates will be notified in advance and their consent will be obtained.