渠道客户经理 - 代理与加盟

**Location** Our **Channel Account Executive -  Agent & Affiliate** will be an integral part of our Sales team in the US. This role is based remotely and can be performed anywhere in the US.

**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.

With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.

**The Opportunity** DoiT's agent and affiliate network generates a steady stream of warm, qualified customer referrals — and this role exists to convert them. As a Channel Account Executive on the Agent & Affiliate team, you will own every referred opportunity from first conversation through signed contract, selling DoiT's full solution portfolio directly to end customers while the referring agent earns a commission on the close.

This is a closing role. You will lead compelling, consultative sales engagements across DoiT's complete product suite — DoiT Cloud Intelligence, PerfectScale, SELECT, and Attribute — matching the right combination of solutions to each customer's cloud challenges and driving deals to won. You will also work closely with the Channel Account Manager to maintain strong relationships with the sub-agent and affiliate partners whose referrals fuel your pipeline.

If you are a disciplined, high-output closer who thrives on inbound pipeline, loves multicloud technology, and wants to sell a differentiated portfolio with real customer impact, this role was built for you.

##### **Responsibilities**

**Pipeline Ownership & Deal Execution**

- Receive, qualify, and own all customer opportunities referred through DoiT's agent and affiliate partner network, managing each deal from first engagement through close.
- Run the full sales cycle end-to-end — discovery, solution design, proposal, negotiation, and contract execution — with a consistent focus on speed and quality.
- Sell DoiT's complete solution portfolio to end customers, including DoiT Cloud Intelligence, PerfectScale, SELECT, and Attribute, positioning the right combination of products against each customer's specific cloud cost, operations, and optimization challenges.
- Consistently meet and exceed quarterly quota and pipeline targets.

**Solution Selling & Customer Engagement**

- Lead consultative discovery sessions to deeply understand customer pain points across FinOps, CloudOps, Kubernetes optimization, cloud cost management, and multicloud complexity.
- Deliver compelling, tailored solution pitches that articulate clear business value and differentiate DoiT's portfolio against competing offerings.
- Partner with Solutions Engineering to address complex technical requirements, architect the right solution, and ensure proposals are technically sound and commercially competitive.
- Guide customers from initial referral through contract execution and into a world-class onboarding experience, ensuring strong handoffs to the Customer Success team.

**Forecast Accuracy & Sales Discipline**

- Maintain rigorous pipeline hygiene and forecast accuracy in Salesforce, ensuring every opportunity reflects current status, next steps, and realistic close timelines.
- Ensure all proposals, contracts, and customer-facing materials reflect DoiT's high-caliber brand standards.
- Provide regular, structured pipeline updates to sales leadership with clear visibility into deal health, risk, and acceleration needs.

**Partner Collaboration**

- Work alongside the Channel Account Manager to build and maintain strong working relationships with sub-agent and affiliate partners whose referrals source your pipeline.
- Serve as the customer-facing representative of DoiT in all partner-referred engagements, reinforcing partner confidence in DoiT's ability to close and deliver.
- Share field intelligence — customer objections, competitive dynamics, product feedback — with the Channel, Product, and GTM teams to continuously improve the referral motion.

##### **Qualifications**

- 3–5 years of full sales cycle experience in a new business or closing role, selling SaaS, PaaS, or IaaS solutions in the technology industry.
- Demonstrated track record of consistently meeting and exceeding quota in a pipeline-driven, results-oriented environment.
- Familiarity with cloud platforms and partner ecosystems — experience with AWS, Google Cloud, or Microsoft Azure channel programs is a strong advantage.
- Understanding of FinOps, cloud cost management, or CloudOps is a meaningful differentiator; genuine curiosity and the drive to develop deep product knowledge is essential.
- Experience selling a multi-product portfolio and structuring solution-based proposals that address complex, multi-stakeholder customer needs.
- Strong command of CRM tools (Salesforce preferred) with disciplined pipeline management and forecast hygiene.
- Consultative, customer-first communication style with excellent written and verbal presentation skills in English; additional languages are a plus.
- Highly organized and self-directed — able to manage a high volume of active opportunities simultaneously without dropping detail or momentum.
- Analytical and data-driven, with the ability to zoom between the big picture and deal-level specifics as the situation demands.
- Entrepreneurial mindset: independent, tenacious, and energized by a fast-moving environment where you are accountable for outcomes.
- BA/BS degree or equivalent practical experience.
- A great sense of humor and a genuine enjoyment of the work.

**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](https://careers.doit.com/life-at-doit/).

Sounds too good to be true? Check out our [Glassdoor Page](https://www.glassdoor.com/Overview/Working-at-DoiT-International-EI_IE1972488.11,29.htm).

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.

#LI-Remote