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Bland AI is a Series B voice AI platform serving enterprises with high-volume, complex call center operations. The company has raised over $100 million from top-tier investors including Emergence Capital, Scale Venture Partners, and Y Combinator. Bland owns its entire voice AI stack—transcription, language models, and text-to-speech—enabling sophisticated autonomous handling of inbound and outbound conversations with multi-step workflows, authentication, business-rule-based routing, and live data lookups.
As Channel Manager for Tech Service Distributor (TSD) Partnerships, you will own and grow Bland's channel strategy through distributors like Telarus and their advisor communities. You will build executive and field relationships within assigned distributors, recruit and enable high-potential advisors, generate partner-sourced pipeline, and orchestrate successful co-sell motions from introduction through closed revenue.
Key responsibilities include:
- Owning the business plan and day-to-day relationship for assigned TSD partners, starting with Telarus and expanding to additional strategic distributors.
- Building strong relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders.
- Segmenting the advisor base, identifying high-potential firms and individuals, and creating account-level activation plans that convert awareness into meetings, registered opportunities, and revenue.
- Recruiting, onboarding, certifying, and continuously enabling advisors to recognize Bland use cases, position the platform, qualify opportunities, and introduce Bland to customers.
- Running scalable enablement programs including webinars, office hours, sales plays, battlecards, case studies, demo sessions, newsletters, and in-person training.
- Planning and executing joint go-to-market campaigns, regional events, advisor meetings, and distributor programs with Bland marketing and sales.
- Creating partner-sourced pipeline through proactive advisor outreach, event follow-up, account mapping, referral campaigns, and targeted co-selling.
- Qualifying and managing deal registrations, coordinating Bland account executives, solution consultants, product specialists, and implementation resources throughout the sales cycle.
- Guiding advisors through customer discovery, value positioning, demos, proposals, objections, procurement, and handoff while preserving partner trust and deal ownership.
- Maintaining accurate pipeline, activity, and forecast data in CRM; reporting partner performance, conversion rates, risks, and next actions to leadership.
- Establishing quarterly business reviews and joint success metrics covering enabled advisors, active sellers, introductions, registered opportunities, pipeline, wins, revenue, and time to first deal.
- Representing Bland at TSD conferences, regional meetups, roadshows, and advisor events with quick systematic follow-up.
- Capturing field feedback on competitive positioning, customer requirements, advisor needs, program friction, and product gaps for leadership, product, marketing, and operations.
- Building repeatable channel processes, rules of engagement, enablement assets, incentive programs, and operating rhythms that scale across the TSD ecosystem.
You will thrive in a fast-moving environment where the channel playbook is still being built, combining relationship depth with disciplined pipeline management and the ability to communicate technical value in practical business terms.
REQUIREMENTS:
- 5+ years in channel sales, partner management, indirect sales, alliances, or business development within enterprise technology.
- Direct experience working with TSDs, technology advisors, agents, brokers, master agents, or comparable indirect sales ecosystems.
- Proven record of generating partner-sourced pipeline and closed revenue, not only managing relationships or partner programs.
- Ability to build relationships across distributor leadership, field teams, and individual advisor firms, from executive sponsors to day-to-day sellers.
- Strong enablement and presentation skills, with ability to make AI and contact center technology understandable, relevant, and actionable for advisors.
- Disciplined opportunity management, forecasting, follow-up, and CRM hygiene across a broad portfolio of partner relationships and deals.
- Comfort leading co-sell activity with account executives and technical teams while maintaining clear roles, next steps, and partner communication.
- High ownership and bias for action; able to build structure, programs, and operating cadence without waiting for a fully developed playbook.
- Willingness to travel regularly for distributor meetings, advisor visits, conferences, roadshows, and customer opportunities.
NICE TO HAVE:
- Established relationships within Telarus or other major TSD and technology-advisor communities.
- Experience selling voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or adjacent cloud solutions.
- Experience developing partner campaigns, incentive programs, certifications, sales plays, and event strategies in partnership with channel marketing.
- Familiarity with enterprise contact center economics, automation use cases, consumption-based software, and ROI-based selling.
- Experience at a high-growth or early-stage company helping establish a new channel route to market.
- Executive presence and confidence working with owners of advisor firms, distributor leadership, and enterprise customer stakeholders.
