Regional Channel Manager - East Coast

Remote - US

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Observe.AI infuses AI into 100% of customer conversations to optimize agent performance and automate repeatable workflows, driving revenue and retention.

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Observe.AI, a leader in Contact Center AI, transforms customer experiences and improves agent performance by helping top brands analyze 100% of customer interactions, extract actionable interaction and sentiment insights and streamline workflows. With Observe.AI, businesses transcribe every interaction with high accuracy and coach agents while gaining full visibility into their customer service operations. Observe.AI brings the power of agent assistance, automatic speech recognition, and Natural Language Processing (NLP) to modern contact centers and their frontline teams. Observe.AI is trusted by more than 160 customers and partners, including National Debt Relief, Root Insurance, Alcon Laboratories, and Pearson. Backed by Menlo Ventures, Next47, NGP Capital, Emergent Ventures, Scale Ventures, Nexus Ventures, and Y-Combinator, Observe.AI’s headquarters is in San Francisco with an office in Bangalore, India. For more information, visit We welcome all people. We celebrate diversity of all kinds and are committed to creating an inclusive culture built on a foundation of respect for all individuals. We seek to hire, develop and retain talented people from all backgrounds. Individuals from non-traditional backgrounds, historically marginalized or underrepresented groups are strongly encouraged to apply.  As a Regional Channel Manager, you will be responsible for developing and nurturing a portfolio of channel partners. You will also be responsible for generating pipeline quota for your channel partner accounts. The ideal candidate will possess a strong SaaS and/or telecom background of direct sales and channel partner development. You must be comfortable operating in a fast-paced, dynamic environment, interacting with partner prospects at a wide range of organizations and working hand-in-hand with channel partners to generate new business. 
If you are not sure that you’re 100% qualified, but up for the challenge - we want you to apply.

Key Responsibilities

  • You will prospect, develop, manage sales pipeline and close new customers onto our Observe.AI Platform through inbound and outbound efforts
  • Build relationships with senior executives and decision makers across all industries
  • Own the full sales-cycle from lead to closeCoordinate resources throughout the sales cycle, including legal, sales engineering implementation specialists and leadership.
  • Educate and consult customers on the value of Observe throughout the sales and adoption cycle
  • Model a wide range of use cases in which Observe can drive business transformation across different industries
  • Prioritize opportunities and manage a high volume of inbound and outbound email efficiently
  • Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms up deal by deal commits and top down territory analysis

Other Responsibilities

  • Build and cultivate lasting, meaningful relationships with the Observe.AI channel partner community, including telecom sub-agents and trusted advisors
  • Meet and exceed pipeline quota through the management and execution of the Observe.AI sales process via partner referrals
  • Forecast performance against sales targets with a high degree of accuracy using a combination of commits and territory analysis
  • Understand and internalize the Observe.AI vision, solution set, product roadmap, and go-to-market activities and effectively communicate these to partner constituents
  • Conduct web-based demos and develop materials necessary to accelerate partner and customer acquisition
  • Provide feedback to the product team concerning partners’ requests for product enhancements
  • Use to maintain excellent records and report on Channel activity and metrics
  • Recommend Observe.AI partner infrastructure improvements (e.g., partner portal, marketing collateral) as partner needs dictate


  • Solid experience in channel or partnership sales
  • Experience and network in the SaaS, CCaaS or telecom industry
  • Degree or MBA is appreciated
  • Creative and passionate about partnering; exceptional ability to develop relationships
  • Polished verbal and written communication skills and meticulous attention to detail
  • “Hunter” mindset with the ability to generate partner referral opportunities while also developing longer-term partner relationships
  • Proficient with web-based demo software and tools
  • Comfortable operating in a fast-paced, dynamic startup environment


  • Excellent medical, dental, and vision insurance options
  • Generous vacation and parental leave policies401K plan to save for your future
  • WFH and lunch stipend to set you up for success during COVID-19
  • Fun events to build culture across the organization (virtual during COVID-19)
If you are ambitious, make an impact wherever you go, and you're ready to shape the future of Observe.AI, we encourage you to apply. For more information, visit Observe.AI is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Observe AI does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Observe.AI also strives for a healthy and safe workplace and strictly prohibits harassment of any kind. Pursuant to the San Francisco Fair Ordinance and other similar state laws and local ordinances, and its internal policy, Observe.AI will also consider for employment qualified applicants with arrest and conviction records.  
Regarding COVID-19 With the spread of COVID-19 globally, Observe.AI’s offices will remain closed until further notice. Our primary concern is for the health and well-being of our employees as well as candidates. We have transitioned all interviews and new hire onboarding to be conducted virtually via Zoom video conferencing. All Observe.AI employees are currently working remotely.
Job region(s): North America
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