Channel Manager

Channel Manager:
Tech Service Distributor Partnerships
About Bland AI

Bland AI is the voice AI platform built for enterprises with high-volume, complex call center operations. Bland started by solving the core infrastructure problems that made voice AI difficult to use in business: latency, reliability, and the inability to handle real-world complexity. Bland built the voice AI stack in-house and has raised more than $100 million from investors including Emergence Capital, Scale Venture Partners, and Y Combinator.

Today, Bland's platform can autonomously handle sophisticated inbound and outbound conversations, including multi-step workflows, authentication, business-rule-based routing, and live data lookups. Owning the stack across transcription, language models, and text-to-speech gives Bland the reliability, security, and customization depth that enterprise and regulated-industry customers require.

Bland is expanding its channel strategy through Tech Service Distributors and their advisor communities. Partners such as Telarus can introduce Bland to thousands of trusted technology advisors who guide customers through contact center, customer experience, communications, and AI decisions. Bland needs a Channel Manager who can turn those relationships into an active, productive route to market by earning distributor support, activating advisors, creating qualified pipeline, and helping partner-sourced opportunities move to close.

Objective: Own and grow Bland's TSD channel by building executive and field relationships within assigned distributors, recruiting and enabling high-potential advisors, generating partner-sourced pipeline, and orchestrating successful co-sell motions from first introduction through closed revenue and ongoing partner engagement.

• Own the business plan and day-to-day relationship for assigned TSD partners, beginning with Telarus and expanding to additional strategic distributors over time.
• Build strong relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders to increase Bland's visibility and mindshare.
• Segment the advisor base, identify the highest-potential firms and individuals, and create account-level activation plans that convert awareness into meetings, registered opportunities, and revenue.
• Recruit, onboard, certify, and continuously enable advisors to recognize strong Bland use cases, position the platform clearly, qualify opportunities, and introduce Bland to the right customers.
• Run scalable enablement programs including webinars, office hours, sales plays, battle cards, case studies, demo sessions, newsletters, and in-person training.
• Plan and execute joint go-to-market campaigns, regional events, advisor meetings, and distributor programs in partnership with Bland marketing and sales.
• Create partner-sourced pipeline through proactive advisor outreach, event follow-up, account mapping, referral campaigns, and targeted co-selling motions.
• Qualify and manage deal registrations, establish clear next steps, and coordinate Bland account executives, solution consultants, product specialists, and implementation resources throughout the sales cycle.
• Help advisors navigate customer discovery, value positioning, demos, proposals, objections, procurement, and handoff while preserving strong partner trust and deal ownership.
• Maintain accurate pipeline, activity, and forecast data in the CRM; report partner performance, conversion rates, risks, and next actions to channel and sales leadership.
• Establish quarterly business reviews and joint success metrics covering enabled advisors, active sellers, introductions, registered opportunities, pipeline, wins, revenue, and time to first deal.
• Represent Bland at TSD conferences, regional meetups, roadshows, and advisor events; follow up quickly and systematically to convert event engagement into pipeline.
• Capture field feedback on competitive positioning, customer requirements, advisor needs, program friction, and product gaps, then translate it into actionable input for leadership, product, marketing, and operations.
• Help build repeatable channel processes, rules of engagement, enablement assets, incentive programs, and operating rhythms that can scale across the broader TSD ecosystem.

We are looking for a commercially driven Channel Manager who knows how to earn trust inside a distributor ecosystem and…