See yourself at Twilio

Join us as our next Channel Account Manager on our Twilio.org team!

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we're headquartered in San Francisco, we have presence throughout South America, Europe, Asia and Australia. We're on a journey to becoming a global company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business.

About the job

Twilio is seeking a Channel Account Manager to lead and expand our channel development efforts on the Twilio.org team. In this role, you will be responsible for recruiting, developing, and managing business relationships with ISV Co-Sell partners, SI/ISV Resellers, and PubSec Distributors.

This quota-driven position involves developing strong partnerships with existing ISVs, building scalable ISV partnerships that result in repeatable selling motions, and helping manage deals to closure with the Sales team.

The ideal candidate will have a background in both partner and direct sales, enabling them to drive successful partnerships, engage at the CXO level, and effectively navigate complex sales cycles with a deep understanding of enterprise ISVs and public cloud technology providers.

 

Responsibilities

In this role, you’ll:

• Develop and maintain a strong pipeline with revenue-generating ISV co-Sell partners.
• Collaborate with ISV partners to identify and prioritize joint sales opportunities, ensuring alignment with Twilio’s business objectives.
• Oversee revenue management and pipeline generation driven through Carahsoft for the Public Sector.
• Track and report on the performance of these initiatives, ensuring revenue targets are met or exceeded.
• Sign, onboard, and enable new Public Sector resellers and distributor partners to grow Twilio’s presence in the Healthcare and Life Sciences and Public Sector markets.
• Manage a portfolio of International Reseller partners, ensuring effective coverage and support to accelerate local market growth.
• Develop strategies to optimize partner performance and drive revenue growth in key international markets.
• Shape and manage the future of ISV partnerships for Twilio.org, with the goal of boosting market share and accelerating revenue.
• Identify and onboard new co-sell ISV partners, and work closely with them to develop joint go-to-market strategies.
• Monitor and report on the performance of all channel partnerships, including revenue, pipeline, and market share growth.
• Provide regular updates to senior leadership on the status and impact of channel initiatives.

  Qualifications 

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Required:

• Bachelor’s degree in Business, Sales, or a related field. MBA or advanced degree preferred.
• 7+ years of experience in channel sales, account management, or partner management.
• Proven track record of success in managing and growing strategic partnerships with ISVs, Resellers, and OEMs.
• Experience in the Public Sector and/or Healthcare and Life Sciences (HLS) markets is highly desirable.
• Strong relationship management and negotiation skills.
• Ability to develop and execute channel strategies that drive revenue growth.
• Excellent communication and presentation skills, with the ability to influence stakeholders at all levels.
• Proficiency in CRM systems and channel management tools.
• Results-driven with a focus on achieving and exceeding revenue targets.
• Strategic thinker with the ability to execute on tactical initiatives.
• Collaborative team player who can work effectively across different departments and with external partners.

 

Location

This role will be remote based in the USA (ideally located on the East Coast.)

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 20% travel is anticipated to help you connect in-person in a meaningful way. 

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

If this role isn't what you're looking for, please consider other open positions.

*Please note this role is open to candidates outside of Colorado, California, New York, and Washington. The information below is provided for candidates hired in those locations only.

The estimated pay ranges for this role are as follows:

• Based in Colorado: $147,920 - $184,900
• Based in Washington D.C. area: $156,160 - $195,200
• This role may be eligible to participate in Twilio’s equity plan. All roles are eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.
• This role is eligible to earn commissions. 

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

Applications for this role are intended to be accepted until at least September 14th, 2024 but may change based on business needs.

 

Twilio is proud to be an equal opportunity employer. Twilio is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at accommodation@twilio.com.