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Msp Channel Manager Jobs in Washington (NOW HIRING)

ControlCase, LLC

Director of Sales

Fairfax, VA · On-site

$120 - $160/hr

Lead, coach, and manage a team of enterprise sales executives focused on federal compliance ... ITSP, MSP, and technology partners who would share in a "sell-with" mission Strategic Sales ...

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Msp Channel Manager information

What is an MSP Channel Manager?

MSP Channel Managers are professionals responsible for developing and managing relationships between managed service providers (MSPs) and their partner networks. They focus on recruiting, enabling, and supporting channel partners to drive sales of IT services and solutions. Their role includes creating strategies to increase partner engagement, providing training, and ensuring partners have the resources they need to succeed. MSP Channel Managers play a key role in expanding a company's reach and revenue through indirect sales channels.

What is the difference between Msp Channel Manager vs Msp Sales Executive?

AspectMsp Channel ManagerMsp Sales Executive
Primary RoleOversees partner relationships and channel strategiesGenerates direct sales and manages client accounts
Required CredentialsIndustry certifications, sales or channel management experienceSales certifications, industry knowledge
Work EnvironmentCollaborates with partners, strategic planningEngages with clients, sales meetings
Industry UsageCommon in managed service providers and IT sectorsUsed across sales-focused roles in tech and services

The Msp Channel Manager focuses on building and maintaining partner relationships to expand service reach, while the Msp Sales Executive directly engages with clients to close sales. Both roles require industry certifications and are vital in MSP environments, but they serve different functions within the sales and partnership ecosystem.

How does an MSP Channel Manager typically collaborate with internal sales and technical teams to drive partner success?

An MSP Channel Manager works closely with both internal sales and technical teams to ensure that managed service provider partners receive the support and resources they need. This collaboration involves regular meetings to align on partner goals, sharing feedback from partners to improve service offerings, and coordinating training sessions to keep partners informed about new products or solutions. The Channel Manager often acts as the liaison, facilitating clear communication and joint problem-solving to address any challenges that partners may encounter. This cross-functional teamwork is essential for building strong, productive relationships with partners and achieving mutual business objectives.

What are the key skills and qualifications needed to thrive as an MSP Channel Manager?

To thrive as an MSP Channel Manager, you need expertise in channel sales, partner relationship management, and a strong understanding of managed services business models, typically supported by relevant sales or business degrees. Familiarity with CRM platforms like Salesforce, partner portal tools, and knowledge of MSP-specific solutions or certifications such as CompTIA or vendor-specific programs are highly beneficial. Outstanding negotiation, communication, and strategic thinking skills help you build trust and drive partner success. These competencies are crucial for expanding the partner ecosystem, achieving sales targets, and fostering mutually beneficial relationships in the competitive MSP landscape.

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Msp Channel Manager jobs near you
Infographic showing various Msp Channel Manager job openings in Washington as of August 2026, with employment types broken down into 82% Full Time, and 18% Temporary. Highlights an 71% In-person, 6% Hybrid, and 23% Remote job distribution.

Senior Vendor Partnerships & Channel Strategy Lead

AlxTel, Inc.

Silver Spring, MD • Remote

$100K - $150K/yr

Full-time

Medical, Dental, Retirement

Re-posted 14 days ago

Job description

Benefits:
  • 401(k) matching
  • Bonus based on performance
  • Dental insurance
  • Health insurance
  • Opportunity for advancement

Senior Vendor Partnerships & Channel Strategy Lead

Company: AlxTel, Inc.
Location: Remote (U.S.) or Silver Sprin, MD (Hybrid Option)
Employment Type: Full-Time
About the Role

AlxTel, Inc. is seeking a senior-level channel and vendor partnerships leader to take ownership of our entire technology partner ecosystem. This is a high-impact, revenue-driven role focused on transforming vendor relationships into measurable business outcomes—margin growth, MDF utilization, co-sell revenue, and strategic positioning.
This position is designed for professionals who understand how to convert partnerships into profit, not just maintain relationships.
Key Responsibilities

Vendor Relationship Strategy

  • Build and manage relationships across top-tier vendors (Cisco, Microsoft, VMware, Veeam, Fortinet, ServiceNow, etc.)
  • Establish structured engagement cadence (QBRs, planning sessions, executive alignment)
  • Act as the primary escalation and strategic contact for all vendor interactions
Partner Tier & Certification Growth

  • Drive partner tier elevation (Silver → Gold → Platinum)
  • Lead certification strategy across technical and sales teams
  • Track and optimize discount levels, pricing advantages, and partner benefits
MDF & Co-Sell Program Execution

  • Identify and activate unused Marketing Development Funds (MDF)
  • Execute co-sell motions with vendors and track revenue outcomes
  • Integrate MDF and co-sell strategies into deal workflows
Revenue Program Development

  • Build structured certification bounty programs as revenue streams
  • Capture vendor-routed opportunities (exclusive, non-competitive deals)
  • Increase deal margins through vendor-backed pricing strategies
Vendor & Distributor Alignment

  • Manage strategic relationships with distributors (Carahsoft, TD SYNNEX, Ingram Micro)
  • Align vendor-distributor strategies to position AlxTel as a preferred partner
Performance Tracking & Reporting

  • Maintain CRM-based vendor interaction tracking
  • Deliver quarterly reports on:
     
    • MDF utilization
  •  
    • Certifications achieved
  •  
    • Deal margins and co-sell performance
  •  
Required Qualifications

Experience

  • 8–10+ years in channel sales, vendor management, or partner ecosystems
  • Proven success managing multi-vendor programs with measurable revenue impact
  • Experience in government contracting (GovCon) and public sector sales
Technical Expertise

  • Strong understanding of enterprise IT:
     
    • Networking, cloud, cybersecurity, virtualization, backup and disaster recovery, Infrastructure, VOIP services and solutionsa
  •  
  • Familiarity with vendor partner programs, licensing, and pricing models
Core Competencies

  • Executive-level communication and negotiation skills
  • Ability to independently drive vendor strategy and execution
  • Strong analytical mindset with focus on ROI and measurable outcomes
Preferred Qualifications

  • Existing relationships with major vendors (Cisco, Microsoft, VMware, etc.)
  • Experience in VAR, MSP, or MSSP environments
  • Familiarity with GSA schedules, GWACs, and public sector procurement
  • Based in DMV region (preferred, not required)
Compensation Structure

Option 1: Commission-Based

  • No base salary
  • Estimated Year 1: $100K – $180K
  • Unlimited upside
Option 2: Base + Commission

  • Estimated Year 1: $85K – $130K
Benefits

  • Remote flexibility
  • Professional development & certification support
  • Access to vendor programs, tools, and internal knowledge base
  • High-autonomy, execution-focused environment
What We’re Looking For

  • A builder, not a coordinator
  • Someone who has closed vendor-driven opportunities and proven ROI
  • Comfortable leading vendor conversations independently
  • Thrives in lean, fast-moving environments
Application Process

Submit to info@alxtel.com :
  • Resume (focused on vendor/channel experience)
  • Short cover letter (200–300 words) detailing:
     
    • A major vendor win and its impact
  •  
    • MDF or incentive program experience
  •  
  • 3 professional references
Interview Process

  • Initial screening
  • Reference validation
  • Live working session (real-world scenario)
  • Final offer discussion
About AlxTel, Inc.

AlxTel, Inc. is a high-performance technology and government solutions firm focused on execution, not bureaucracy. We operate with a lean structure, strong vendor partnerships, and a results-driven culture.
Start Date

Immediate or within 30 days
Equal Opportunity Employer

 

This is a remote position.