About 1FINITY
1Finity, a Fujitsu company, is a global provider of communications networks for our connected world. We uniquely combine technological leadership and expertise in open optical and wireless networking, network automation, and applied AI/ML to design, build, operate, and maintain critical digital communications network infrastructure. Collaborating closely with ecosystem partners, we deliver transformative outcomes for service providers and network operators, and enable them to lower TCO, improve network performance, and increase energy efficiency. We’re also a diverse, inclusive, and innovative workplace that achieves together. We offer highly competitive compensation, benefits, and career development opportunities, as well as flexible options for working your way. See what working at 1Finity looks like at https://www.linkedin.com/company/1finity-inc/. For more information, please visit https://1finity.com/?utm_source=li&utm_medium=soc.

Job Title: Channel Manager – Level 3

Overview

We are seeking an experienced Channel Manager to rebuild, modernize, and scale 1Finity’s channel program. This role is responsible for accelerating revenue growth across the entire 1Finity product set by enabling partners, establishing new paths to market, and increasing partner mindshare.

This is a strategic, hands‑on role that blends program design, partner execution, and field collaboration. The ideal candidate brings deep experience in distributor ecosystems, understands how to influence without direct authority, and knows how to leverage channel relationships to generate consistent revenue growth.

Key Responsibilities

Channel Strategy & Program Development

• Rebuild and evolve the channel program to support channel‑led growth across all 1Finity solutions.
• Define partner segmentation, coverage models, incentives, and engagement frameworks aligned to revenue and growth objectives.
• Develop scalable partner motions that drive pipeline creation, deal velocity, and attach rates across the entire 1Finity product portfolio.
• Establish and maintain accurate forecasts.

Channel Partner Management

• Establish and track clear metrics to measure partner performance, pipeline health, and revenue contribution.
• Provide actionable insights and recommendations to sales leadership on channel effectiveness and optimization.
• Continuously refine the program based on performance data, partner feedback, and market dynamics, as well as the evolving needs of 1Finity’s business units.
• Own senior relationships and engagement with strategic channel partners (e.g., Graybar, Power & Tel, Netceed, LightRiver, etc).
• Serve as the primary point of accountability for partner performance, growth plans, and joint business execution. 
• Identify new distributor and ecosystem opportunities to expand coverage and address whitespace opportunities.

Revenue Growth & Execution

• Drive partner‑sourced and partner‑influenced revenue across the full 1Finity portfolio.
• Collaborate closely with direct sales, specialists, and marketing to align partner efforts with field and business unit priorities.

• Support key deals with partner enablement, messaging, positioning, and solution alignment.

Enablement & Go‑To‑Market

• Build and deliver channel enablement programs covering products, use cases, vertical solutions, and competitive positioning.
• Partner with marketing to create distributor‑ready campaigns, demand‑generation programs, and sales tools.
• Ensure partners are equipped to sell the breadth of the 1Finity portfolio.

Required Qualifications

• 5+ years of experience in telecommunications sales, channel sales, partner management, or distribution‑led go‑to‑market roles.
• Proven success driving revenue through distributors and solution partners in a B2B technology environment.
• Experience designing or rebuilding channel programs.
• Strong understanding of distributor economics, incentives, and sales motions.
• Ability to influence cross‑functional teams without direct authority.
• Experience with networking, infrastructure, or adjacent technology solutions.
• Demonstrated success expanding partner engagement across broad product portfolios.
• Comfortable operating at both strategic and execution levels.
• Strong executive communication and relationship‑building skills.

What Success Looks Like

• Distributors actively selling the full 1Finity portfolio.
• Measurable and consistent growth in partner‑sourced pipeline and revenue.
• A clear, repeatable channel program that scales across markets and partners.
• Strong alignment between channels, direct sales, and marketing teams.

Why Join Us?

This role is central to scaling our indirect sales strategy in order to increase revenue in some of our most promising markets.  You will re-shape our partner strategy with regards to traditional channels, and re-tool our STAR program to drive sustainable growth.  

As we are looking for a remote position, the disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. 1Finity aligns salaries to the specific geographic location in which the work is primarily performed. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the circumstances of each situation. The pay range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: specific skills, qualifications, experience, and comparison to other employees already in this role. The pay range for this position is estimated at$102,900 to $147,000 USD. Additionally, this role may be eligible for a short-term incentive based on company results and individual performance.​

As a technology company, 1Finity recognizes that human resources are its most important capital. To create an environment where all employees can work positively and healthily, both in mind and body, we offer a full range of health,​ 401K, and other benefits.