Channel Sales Manager – Americas

Channel Sales Manager - Americas



At Insentra, we want innovators to join us no matter their time zone. We are one global team working towards the goal of becoming the #1 Channel Services Partner in the world. We Dare to be Different and celebrate those differences every day. We are a flexible workplace looking for passion and innovation in our crew. At Insentra, we are here to support your career growth and challenge you to be the best version of yourself because together, we are many, and we can achieve anything we set our minds to.


At Insentra we believe in a core set of values that define our work and our company culture. We define these values by being the best versions of ourselves and loving the work we do. We create an outstanding work environment for our crew, partners, and clients. We live our values and love to #HIT ACES: Honesty, Integrity, Trust, Accountability, Celebration, Efficiency and Service Excellence. The core of everything we do is ONE TEAM ONE DREAM. The heart of our culture is created by our Crew.


As we work to become the #1 Channel Services Partner in the world, we also care for our crew’s professional and personal growth and well-being.

We value diversity — in backgrounds and in experiences. Technology and innovation are universal drivers, and we need people from all backgrounds to help reach our goals. Insentra’s crew are empathetic, caring, and supportive. We are deliberate and self-reflective about the kind of crew and culture that we are building, seeking innovators who are not only strong in their own aptitudes but care deeply about supporting each other’s growth.


We are a remote first workplace where flexibility is key to our success. That flexibility includes recognizing the importance of living life outside of your job. We believe that innovation can happen anywhere, and our flexible work environment means that you choose where you work. We trust our crew to be accountable for their work and set their own schedules. We collaborate and celebrate across time zones in a global work environment.


Our US Team is fast paced, nimble and stands for excellence. This role will be a vital part of the planned expansion of this team. This role is for someone who loves variety and is passionate about growing a career as a world-class Channel Sales Manager. The primary focus of this role is to maximize revenue opportunity within existing, and net new professional and managed services clients through our partners. Working closely with the President- Americas, our Solutions Managers, and the wider global team to ensure we build upon existing service excellence with value-add uplifts to drive consistent growth of our USA business. To do so the successful candidate will need to demonstrate:

  • A clear understanding of the Channel and especially VARs and Account Reps- their goals, challenges, needs
  • Accountable for achieving communicated sales targets
  • A strong understanding of professional services and managed services value propositions across Azure, Microsoft 365, and End User Compute (Digital Workplace)
    • Contractual agreements
    • Service scoping paradigms
    • Positioning of value-add services
    • Pricing models
  • The ability to work closely with clients to ensure a clear understanding of their business priorities and needs
  • The ability to analyze and interpret client business needs and frame their requirements in terms of Insentra’s portfolio of solutions
  • Continually promote the services and values of Insentra to technical and sales staff at partners
  • The ability to drive strategic development in identified accounts
    • Client stakeholder mapping and management
    • Industry specific and client centric research (insights and teaching opportunities)
    • Validate solution and ongoing service alignment to client’s requirements
    • Prepare and present information in a compelling (value-add) and concise manner at Senior level
    • Support contract negotiations and challenge the status quo
    • Present and negotiate solutions with clients (from operational to CxO level)
    • Manage pain points to ensure the right outcome (Professional and managed) is defined for the client
    • Work with the internal and customer technical teams to create awareness of risks and gaps in coverage and drive new upsell opportunities
    • Drive agreed outcomes with the partners and clients
    • Desire and ability to take control of opportunities and associated relationships and drive to close while demonstrating concern for everyone’s best interests (Customer, Partner, Insentra)
  • If you have excellent communication skills, an eye for detail and love to deliver exceptional outcomes, we want to meet you.


  • Determined – you are the type of person who wants to own your space and have an aptitude to learn and share learning with the team. “No” does NOT deter you.
  • Inspired – You love people and champion our values of Honesty, Integrity, Trust. You lead with love and are passionate about working in a One Team One Dream environment. 
  • Self-Starter – you love to achieve, love to kick ass and love to deliver results beyond expectation. 
  • Independent – the thought of being micromanaged doesn’t work for you.  The ability to manage your own calendar is important in a global work environment.
  • Collaborative – You love working in cross-functional and global teams and are passionate about delivering amazing experiences. 
  • Logophile – You have excellent verbal/written communication and persuasive skills.  
  • Organized – You have excellent organizational skills, can self-manage, and demonstrate attention to detail.
  • Flexible – You can pivot when needed and love variety.
  • Positive – your attitude is infectious, and people love to work with you.
United States | Channel Sales Manager – Americas


  • Background in Solution Sales roles in Microsoft Channel Services
  • 5 to 10 years’ experience selling Microsoft solutions.
  • Understands and takes a value selling position when working with customers and challenges their notions on IT Channel Services
  • Devises suitable sstrategies for risk mitigation.
  • Successfully executes solution wins and their handover to professional or managed services teams.
  • Proven management skills and experience in similar organizations, understanding of Insentra’s ecosystem and experience preferred.
  • Strong presentation skills and Customer interaction and negotiation experience (from operational to CxO level)
  • Experience in complex solution sales and architectural environments in ITSM, Infrastructure, Data, Cloud and Digital solutions/offerings.
  • Demonstrably strong client-facing and internal communication skills
  • Demonstrably strong written and verbal communication skills
  • Demonstrably strong with conflict resolution and issue management
United States | Channel Sales Manager – Americas

We are a Circle Back Initiative Employer meaning we commit to respond to every applicant. Sit tight… you will hear back from us soon.


We believe you are responsible for your role and as such we invite you to develop your own OKR’s as part of your interview process. What do you think it would take to be successful in this role?


Remote. United States.

United States | Channel Sales Manager – Americas

Looking, but not available?

We’re always on the lookout for talented, driven people. If you’re not available right now but you’re interested in a position at Insentra, get in touch to arrange a confidential discussion. If you’re a little unsure, our Train Story will clarify the underlying principles which make us such a supportive place to work.

If you’re waiting for a sign, this is it.

We’re a certified amazing place to work, with an incredible team and fascinating projects – and we’re ready for you to join us! Go through our simple application process. Once you’re done, we will be in touch shortly!

Who is Insentra?

Imagine a business which exists to help IT Partners & Vendors grow and thrive.

Insentra is a 100% channel business. This means we provide a range of Advisory, Professional and Managed IT services exclusively for and through our Partners.

Our #PartnerObsessed business model achieves powerful results for our Partners and their Clients with our crew’s deep expertise and specialised knowledge.

We love what we do and are driven by a relentless determination to deliver exceptional service excellence.

United States | Channel Sales Manager – Americas

Insentra ISO 27001:2013 Certification

SYDNEY, WEDNESDAY 20TH APRIL 2022 – We are proud to announce that Insentra has achieved the  ISO 27001 Certification.