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Bluebird Fiber Linkedin · Posted 1mo ago

Senior Channel Manager

Lansing, Michigan, United States

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Indexed description

Brief Description

ABOUT THE COMPANY:

Bluebird Fiber is a premier fiber telecommunications provider of internet, data transport, and other services to carriers, businesses, schools, hospitals, and other enterprises in the Midwest. To learn more, please visit bluebirdfiber.com.

Join an amazing team of telecommunication professionals! Bluebird is a dynamic growing company in need of a Senior Channel Manager to be a part of a collaborative team. This is a full-time, benefit eligible position. All of us at Bluebird work hard to meet objectives for the organization and live the mission and values of this growing company to meet a common goal. Check out this video that highlights our amazing company culture.

Role Summary

The Senior Channel Manager owns a portfolio of strategic partners and is accountable for revenue growth, pipeline creation, enablement, and joint go-to-market execution. This role drives partner recruitment and onboarding, accelerates sell-through/sell-with, manages MDF and sponsorship investments, and aligns cross-functionally with Sales, Marketing, Product, and Finance to deliver predictable growth.

Requirements

Qualifications & Competencies

  • 7–10+ years in channel/alliances roles with proven ARR impact
  • Expertise in co-sell motions, MDF governance, and partner enablement
  • Strong commercial acumen and executive presence
  • Data-driven operator with strong forecasting and analytic skills
  • Ability to travel up to 50-75%

Summary

Core Responsibilities

  • Partner Strategy & Portfolio Management
  • Partner Recruitment & Onboarding
  • Enablement & Readiness
  • Joint Go‑to‑Market (GTM) & Demand Generation
  • Co‑Sell & Pipeline Acceleration
  • Forecasting, Governance & Compliance
  • Cross‑Functional Leadership
  • Reporting & Insights

Key Deliverables

  • Annual: Partner business plans, segmentation, capacity model, and partner quota targets
  • Quarterly: QBRs, pipeline and forecast updates, MDF ROI rollups
  • Monthly: Campaign/MDF ROI reports, pipeline reviews, partner scorecards
  • Weekly: Deal desks, action trackers

Success Metrics (KPIs)

  • Revenue: Partner‑sourced and influenced ARR, net new logos
  • Pipeline: Coverage, SQLs, conversion rates
  • Efficiency: Win rate, sales cycle time, average deal size
  • Program Health: Certifications, deal reg activity, QBR completion

30‑60‑90 Day Plan

  • 0–30 Days: Partner/territory ramp, internal alignment, baseline pipeline review
  • 31–60 Days: GTM planning, partner plan development, co‑sell review setup
  • 61–90 Days: Launch campaigns, tighten deal reg SLAs, first QBR delivery
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