What are the responsibilities and job description for the Channel Account Executive position at DoiT?
Location
Our Channel Account Executive will be an integral part of our Sales team. This role is based remotely in the US, with travel as needed.
Who We Are
DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state, from planning to production.
Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency.
Our solutions include:
- PerfectScale – a Kubernetes optimization and management solution for DevOps, SRE, and Platform Engineering teams
- SELECT – a data and cloud intelligence solution enabling visibility, governance, and decision-making across cloud environments
With decades of multicloud experience and deep expertise across Kubernetes, GenAI, and CloudOps, we partner with more than 4,000 customers worldwide and are an award-winning partner of AWS, Google Cloud, and Microsoft Azure.
The Opportunity
We are looking for a Channel Account Executive to drive new business through our partner ecosystem.
This is a quota-carrying, full-cycle closing role responsible for owning and closing deals sourced through channel partners, including advisory firms, agents, and strategic partners.
You will work across both PerfectScale and SELECT, identifying the most relevant entry point based on customer needs and expanding opportunities across products where applicable.
Unlike traditional channel roles, you will:
- Own the full sales cycle
- Lead all customer interactions
- Be accountable for closing revenue
Responsibilities
- Own the full sales cycle for partner-sourced opportunities, from discovery through POV, negotiation, and close
- Build and develop strong relationships with channel partners, including advisory firms and agent networks
- Proactively generate pipeline with partners through joint account planning, outreach, and opportunity creation
- Lead discovery across both technical and business stakeholders (Platform Engineering, DevOps, Cloud, Data, FinOps)
- Drive Proof of Value (POV) processes where required and guide opportunities to successful outcomes
- Identify the most relevant product (PerfectScale or SELECT) as the entry point and expand opportunities across both solutions where appropriate
- Articulate both technical and business value across infrastructure optimization, cost efficiency, and data visibility
- Collaborate with Sales Engineering, Product, Marketing, and Leadership to win complex deals
- Maintain disciplined pipeline management, forecasting accuracy, and CRM hygiene
- Consistently meet or exceed quarterly and annual revenue targets
What Success Looks Like
- Strong pipeline generation through partner ecosystem (not passive lead acceptance)
- High conversion rates on partner-sourced opportunities
- Ability to land initial deals and expand into additional product opportunities
- Effective execution of both technical and business-driven sales cycles
- Trusted relationships with key partners and repeat deal flow
- Accurate and predictable forecasting
Qualifications
- 5 years of experience in a full-cycle closing role (Account Executive) in SaaS, cloud, or infrastructure/data platforms
- Experience working with partners, channels, or indirect sales models
- Proven track record of consistently meeting or exceeding quota
- Experience selling into both technical and business stakeholders
- Experience managing complex sales cycles, including POV or technical validation stages
- Ability to operate independently in a fast-paced, build-mode environment
- Excellent communication, discovery, and deal execution skills
- Experience with Salesforce or similar CRM tools
Are you a Do'er?
Be your truest self. Work on your terms. Make a difference.
We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.
What does being a Do'er mean? We're all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our core values.
Sounds too good to be true? Check out our Glassdoor Page.
We thought so too, but we're here and happy we hit that 'apply' button.
Full-time employee benefits include:
- Unlimited Vacation
- Flexible Working Options
- Health Insurance
- Parental Leave
- Employee Stock Option Plan
- Home Office Allowance
- Professional Development Stipend
- Peer Recognition Program
Many Do'ers, One Team
DoiT unites as Many Do'ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.
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