Channel Sales Mgr III

Location Flexibility:
Multiple Locations in Country

Posting

Start Date:

2/27/26

About 1

FINITY

1

Finity, a Fujitsu company, is a global provider of communications networks for our connected world. We uniquely combine technological leadership and expertise in open optical and wireless networking, network automation, and applied AI/ML to design, build, operate, and maintain critical digital communications network infrastructure. Collaborating closely with ecosystem partners, we deliver transformative outcomes for service providers and network operators, and enable them to lower TCO, improve network performance, and increase energy efficiency.

We’re also a diverse, inclusive, and innovative workplace that achieves together. We offer highly competitive compensation, benefits, and career development opportunities, as well as flexible options for working your way. See what working at 1

Finity looks like at  . For more information, please visit

We are seeking an experienced Channel Manager to rebuild, modernize, and scale 1

Finity’s channel program. This role is responsible for accelerating revenue growth across the entire 1

Finity product set by enabling partners, establishing new paths to market, and increasing partner mindshare.

This is a strategic, hands‑on role that blends program design, partner execution, and field collaboration. The ideal candidate brings deep experience in distributor ecosystems, understands how to influence without direct authority, and knows how to leverage channel relationships to generate consistent revenue growth.

• Rebuild and evolve the channel program to support channel‑led growth across all 1
  
  Finity solutions.
• Define partner segmentation, coverage models, incentives, and engagement frameworks aligned to revenue and growth objectives.
• Develop scalable partner motions that drive pipeline creation, deal velocity, and attach rates across the entire 1
  
  Finity product portfolio.
• Establish and maintain accurate forecasts.
• Establish and track clear metrics to measure partner performance, pipeline health, and revenue contribution.
• Provide actionable insights and recommendations to sales leadership on channel effectiveness and optimization.
• Continuously refine the program based on performance data, partner feedback, and market dynamics, as well as the evolving needs of 1
  
  Finity’s business units.
• Own senior relationships and engagement with strategic channel partners (e.g., Graybar, Power & Tel, Netceed, Light River, etc).
• Serve as the primary point of accountability for partner performance, growth plans, and joint business execution.
• Identify new distributor and ecosystem opportunities to expand coverage and address whitespace opportunities.

• Drive partner‑sourced and partner‑influenced revenue across the full 1
  
  Finity portfolio.
• Collaborate closely with direct sales, specialists, and marketing to align partner efforts with field and business unit priorities.
• Support key deals with partner enablement, messaging, positioning, and solution alignment.
• Build and deliver channel enablement programs covering products, use cases, vertical solutions, and competitive positioning.
• Partner with marketing to create distributor‑ready campaigns, demand‑generation programs, and sales tools.
• Ensure partners are equipped to sell the breadth of the 1
  
  Finity portfolio.

• 5+ years of experience in telecommunications sales, channel sales, partner management, or distribution‑led go‑to‑market roles.
• Proven success driving revenue through distributors and solution partners in a B2B technology environment.
• Strong understanding of distributor economics, incentives, and sales motions.
• Ability to influence cross‑functional teams without direct authority.
• Experience with networking, infrastructure, or adjacent technology solutions.
• Demonstrated success expanding partner engagement across broad product portfolios.
• Comfortable operating at both strategic and execution levels.
• Strong executive communication and relationship‑building skills.

• Distributors actively selling the full 1
  
  Finity portfolio.
• Measurable and…