Channel Manager

The posting, as Bland wrote it

CHANNEL MANAGER: TECH SERVICE DISTRIBUTOR PARTNERSHIPS

ABOUT BLAND AI

Bland AI is the voice AI platform built for enterprises with high-volume, complex call center operations. Bland started by solving the core infrastructure problems that made voice AI difficult to use in business: latency, reliability, and the inability to handle real-world complexity. Bland built the voice AI stack in-house and has raised more than $100 million from investors including Emergence Capital, Scale Venture Partners, and Y Combinator.

Today, Bland's platform can autonomously handle sophisticated inbound and outbound conversations, including multi-step workflows, authentication, business-rule-based routing, and live data lookups. Owning the stack across transcription, language models, and text-to-speech gives Bland the reliability, security, and customization depth that enterprise and regulated-industry customers require.

WHY THIS ROLE MATTERS

Bland is expanding its channel strategy through Tech Service Distributors and their advisor communities. Partners such as Telarus can introduce Bland to thousands of trusted technology advisors who guide customers through contact center, customer experience, communications, and AI decisions. Bland needs a Channel Manager who can turn those relationships into an active, productive route to market by earning distributor support, activating advisors, creating qualified pipeline, and helping partner-sourced opportunities move to close.

ROLE OVERVIEW

Objective: Own and grow Bland's TSD channel by building executive and field relationships within assigned distributors, recruiting and enabling high-potential advisors, generating partner-sourced pipeline, and orchestrating successful co-sell motions from first introduction through closed revenue and ongoing partner engagement.

CORE RESPONSIBILITIES

• Own the business plan and day-to-day relationship for assigned TSD partners, beginning with Telarus and expanding to additional strategic distributors over time.
• Build strong relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders to increase Bland's visibility and mindshare.
• Segment the advisor base, identify the highest-potential firms and individuals, and create account-level activation plans that convert awareness into meetings, registered opportunities, and revenue.
• Recruit, onboard, certify, and continuously enable advisors to recognize strong Bland use cases, position the platform clearly, qualify opportunities, and introduce Bland to the right customers.
• Run scalable enablement programs including webinars, office hours, sales plays, battlecards, case studies, demo sessions, newsletters, and in-person training.
• Plan and execute joint go-to-market campaigns, regional events, advisor meetings, and distributor programs in partnership with Bland marketing and sales.
• Create partner-sourced pipeline through proacti

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nships 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 working at a high-growth or early-stage company and helping establish a new channel route to market.
• Executive presence and confidence working with owners of advisor firms, distributor leadership, and enterprise customer stakeholders.

MEASURES OF SUCCESS

• Growth in activated advisors and advisors producing qualified opportunities.
• Partner-sourced and partner-influenced pipeline, closed revenue, and conversion rates.
• Speed from advisor onboarding to first qualified opportunity and first closed deal.
• TSD engagement, enablement participation, event productivity, and follow-up execution.
• Forecast accuracy, CRM discipline, and partner satisfaction with Bland's co-sell support.

COMPENSATION AND BENEFITS

• Competitive base salary with performance-based variable compensation tied to partner activation, pipeline, and revenue.
• Meaningful equity in a high-growth, well-funded AI company.
• Comprehensive benefits package.
• Regular partner and customer travel expected.

Additional Information
Bland is an equal opportunity employer. We are committed to proving equal employment opportunities to all qualified applicants and employees and do not discriminate based on any legally protected characteristic.

Bland participates in the E-Verify employment verification program. All new hires are required to complete the Form I-9, and employment will be verified though E-Verify as part of the onboarding process.