Channel Partner Manager – Field Deployable Communications
Role Description
Role summary
Mutualink is hiring a Channel Partner Manager to build and scale a partner-led revenue engine for the Go-Kit product line. This leader will recruit, enable, activate, and grow a network of VARs, integrators, distributors, strategic carriers, and federal/commercial partners that can accelerate national reach and net-new bookings. This role is ideal for a go-to-market leader with deep experience in partner strategy, marketing, and sales enablement with demonstrated experience in revenue ownership and partner-driven sales execution.
Key Responsibilities
Recruit, onboard, and activate strategic partners including VARs, integrators, distributors, carriers/resellers, and federal small-business partners
Build, launch, and manage a scalable partner program, including tiers, certification, enablement, MDF, events, deal registration and quarterly business reviews
Develop and maintain the Go-Kit channel program, ensuring clear rules of engagement and governance
Drive partner-sourced and partner-influenced pipeline and revenue growth across target markets and verticals
Ensure each partner has defined target accounts, campaign plans, demo paths, and accurate revenue forecasts
Create and execute co-sell strategies, partner business plans, and quarterly business reviews
Develop partner-facing collateral including playbooks, demos, use cases, demo kits, webinars, and co-marketing campaigns
Train and enable partners to effectively position, sell, implement, and support Mutualink solutions
Build and manage partner performance scorecards, tracking pipeline, revenue contribution, time-to-first-deal, training completion, margin, and renewals/upsells
Collaborate cross-functionally with sales, operations, product, and Field CTO teams to ensure partner success and delivery readiness
Support and participate in strategic deals, helping partners navigate complex sales cycles and stakeholder environments
Manage and maintain the partner portal and enablement infrastructure
Enforce channel governance, including deal registration, routing, and conflict resolution policies
Forecast partner-driven revenue and maintain pipeline discipline within CRM systems
Align partner activities with company sales goals and evolving customer needs
Required experience
5+ years in channel sales, strategic partnerships, or partner development
Experience carrying channel quota. Preferred if experience is in enterprise software, mission-critical infrastructure, telecom, or public safety / govtech industries.
Demonstrated history of recruiting and activating productive partners
Strong command of partner economics, enablement, and co-sell motions
Comfortable with multi-stakeholder and technical sales cycles
Demonstrated history of managing partner-led pipeline and sales execution.
Preferred
Public safety, critical infrastructure, federal, carrier, or systems-integrator ecosystem experience
Experience with hardware + software + services motions
Familiarity with accelerating long sales cycles through contract and pricing strategy and high-trust selling
Compensation
Competitive base salary and sales-based commissions, medical and related employee benefits
Equal Employment Opportunity and Affirmative Action
Mutualink, Inc. (“Mutualink or Employer”) is an equal employment opportunity and affirmative action employer, dedicated to the policy of nondiscrimination in employment on any basis prohibited by law. Mutualink is committed to providing equal employment and advancement opportunities without consideration of race, color, religious creed, age, sex, sexual orientation, gender identity or expression, marital status, national origin, ancestry, veteran status, genetic information, disability, or other legally protected status, unless there is a bona fide occupational qualification under applicable Connecticut statute excluding persons in one of the foregoing protected groups. Additionally, Mutualink will take affirmative action to ensure workplace equality, avoid all forms of discrimination, and develop a workforce that is representative of all segments of the population.