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Senior Channel Manager, Service Provider

Daly City, CA, US

Requisition Number: 69612 



Channel Manager—Inside Sales develops and maintains business relationships to sell products, software solutions, and cloud services via telephone, email and occasional face to face meetings either at the client site or at Insight offices.  This position receives inbound calls and makes outbound phone calls focused on developing buying  and partnering relationships with service providers, hosters and managed service providers.  As a trusted advisor to Insight’s clients, the Channel Manager - Inside Sales will identify opportunities to leverage Insight’s complete technology offering which encompasses hardware, software, services. cloud services and networking focusing on complete customer lifecycle management and the associated needs for their end customers.  The positon will focus on Tiers 2,3 and 4 service providers and will  partner with Service Provider field sales teams to manage and grow opportunities within their market/region to achieve sales objectives as required.



70% making/receiving phone calls related to sales activities

30% maintain client relationships/accounts


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Essential Functions of the Job:

  • Engage in cold calling to establish new business.
  • Listen actively during calls for sales opportunities and client’s needs, while being conscientious and attentive to details.
  • Identify sales opportunities by exploring client business needs and may introduce a Service Provider field sales  to assist in closing a sale.
  • Recruit clients as a cloud reseller of Insight managed services offerings
  • Land channel readiness, channel marketing and channel enablement materials to drive cloud services adoption and consumption by clients’ customers
  • Converse intelligently about all business issues, displaying excellent telephone and interpersonal communication (written and verbal) skills.
  • Follow-up with clients on quotes and orders to ensure excellent client service.
  • Understand the negotiating interests of both Insight and the client while displaying strong technical knowledge.
  • Transition Service issues to sales discussions.
  • Ask questions that move clients forward in their buying process.
  • Follow up thoroughly on each client commitment, prospecting, qualifying, and developing profitable new account relationships.
  • Responsible for developing relationships with field publisher partners to work on leads and opportunities (both from Insight and publishers).
  • Develop and maintain a strong knowledge of leading industry trends such as electronic commerce, spend management and technology initiatives.
  • Leverage resources to provide added value to corporate customers in order to maintain excellent customer satisfaction. 
  • Inform customers about company program benefits, and implement where appropriate.
  • Submit accurate and timely forecasts that are aligned with assigned sales quotas. 
  • Facilitate all communications/order processing and reporting for all current and future accounts.
  • Proactively advise and introduce new solutions to solve client’s business needs.
  • Attend Company, vendor, and publisher trainings and webinars, as directed.
  • Regular, predictable attendance is an essential function of the job.
  • Additional duties as assigned.



  • Three – four years sales experience, telemarketing experience, client service experience and computer industry experience is preferred.
  • Strong channel management knowledge and skills required including best practices around channel recruitment, channel enablement and channel readiness driving revenue both ‘to’ clients and ‘through’ clients driving consumption of cloud services.
  • Must have the ability to multitask with strong organization and time management skills.
  • A strong interest in sales along with good communication skills.
  • Ability to identify and use resources to achieve deliverables needed. 
  • Ability to read, understand documents and technical information.
  • Proficient in Microsoft Office including Word, Excel, and Outlook.



The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.

Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions™ and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 6,800 employees help clients innovate and optimize their operations to run smarter. Discover more at


  • Global provider of Intelligent Technology Solutions™ for organizations of all sizes
  • Ranked #417 on the 2018 Fortune 500, #12 on the CRN Solution Provider 500
  • Founded in 1988 in Tempe, Arizona; now celebrating our 30th anniversary and operating in 20 countries
  • $6.7 billion in revenue for 2017
  • 6,800+ teammates worldwide working with 5,300+ partners
  • 2017 Arizona’s Most Admired Companies (AZ Business Magazine), #7 2017 Best Places to Work (Phoenix Business Journal)
  • 2018 Dell EMC Server Partner of the Year, 2018 Intel Retail Solution Partner of the Year, 2018 IBM Geography Excellence Award as the Top National Strategic Business Partner in North America, Microsoft’s largest global partner



Today's talent leads tomorrow's success. Learn about careers at Insight:


Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.


Posting Notes: Daly City || California (US-CA) || United States (US) || SALES || None || Remote; US - San Francisco, CA ||

Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland

Job Segment: Service Manager, Developer, Supply Chain Manager, Field Sales, Manager, Customer Service, Technology, Operations, Sales, Management

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