Channel Account Manager

FirstLight Fiber

Location: Town of Rockingham, VT

Type: Full Time

Education: Bachelor's Degree

Experience: 5 - 10 Years

FirstLight is seeking an experienced and success driven Channel Manager interested in taking their career to new heights. FirstLightOpens in New Window, provides fiber optic data, voice, and high-speed Internet services to enterprise, carrier and wholesale customers in Upstate New York and Northern New England utilizing its own fiber optic network. FirstLight offers a robust suite of advanced telecommunications products, including dedicated Internet access, Metro Ethernet, traditional TDM solutions, SIP trunks, virtual PBX and audio-conferencing, managed commercial wireless systems, and Data Center Colocation.

Firstlight Incentive Benefits Package:

  • Comprehensive health coverage (Medical, Dental Vision)
  • Paid Time Off (Vacation, Personal/Sick, Floating Holidays)
  • Paid Volunteer Hours
  • Competitive 401(k) program with company match
  • Tuition Reimbursement
  • Flexible work arrangements

Position Summary

Reporting directly to the Senior Director of Channel Sales, this individual will be responsible for working directly with agents, and re-sellers, including but not limited to cloud service providers, and internet service providers.  Channel Managers are expected to cultivate existing and new relationships in order to develop and close new revenue opportunities on behalf of FirstLight.


  • Achieve or exceed monthly revenue targets
  • Schedule and attend sales meetings to present FirstLight’s value proposition and identify new opportunities
  • Provide competitive proposals, highlighting FirstLight’s value proposition and strengths
  • Act as primary point of contact for customers providing a high level of customer service to all FirstLight’s customers
  • Develop and maintain strong relationships with decision makers and influencers within assigned Channel accounts
  • Maintain accurate account information and proposal status in the Company’s CRM system
  • Willingness and ability to travel

Required Skills

  • Strong prospecting, networking and business development skills
  • Strong written and verbal communications skills
  • Ability to work in a team environment, with minimal supervision, managing multiple accounts and proposals with positive results
  • Strong presentation skills
  • Strong negotiation skills
  • Solid understanding of Ethernet, IP and Networking technology (required)
  • Solid understanding of competitive landscape in Metro Ethernet and IP market (required)


  • 7-10 years successfully selling WAN and IP Technologies to Agents/Re-seller customers
    • Preferably experience selling Metro Ethernet, Fiber Optic, or Data services within the telecommunications space
  • Proficiency in Microsoft Office Suite
  • Proficiency in CRM applications, experience with SalesForce a plus
  • Bachelor’s degree preferred

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