Channel Account Manager - Unified Communications, Cloud & Managed Services

29th April, 2026

As Channel Sales Manager - Belux, you will be responsible for driving sales through the reseller channel across Belgium and Luxembourg.
Your primary focus will be to recruit, develop, and manage reseller partners, helping them generate opportunities and grow their Unified Communications and cloud communications business. You will act as a trusted commercial advisor to partners, supporting them with product positioning, solution selling, vendor engagement, pipeline development, and go-to-market activity.
The role requires a strong understanding of the Unified Communications and cloud communications ecosystem, combined with the ability to sell value-added services around the product portfolio.
You will work closely with internal teams, including pre-sales, marketing, vendor management, technical services, and operations, to deliver complete solutions to partners and their customers.

Key Responsibilities

• Develop and grow the company's indirect sales channel across the Belux market.
• Manage and expand relationships with resellers, MSPs, system integrators, telecom providers, and IT channel partners.
• Drive revenue growth across the full portfolio, including Unified Communications tools, UCaaS, cloud communications, voice, video, contact centre, hardware, professional services, and managed services.
• Identify, recruit, onboard, and activate new reseller partners in Belgium and Luxembourg.
• Build structured account plans for key partners, including sales targets, pipeline objectives, vendor alignment, and marketing activities.
• Support partners in identifying customer opportunities and positioning the right UC, cloud, and managed services solutions.
• Promote value-added services around the product portfolio, including consulting, design, implementation, migration, adoption, support, monitoring, maintenance, and managed services.
• Work with pre-sales and technical teams to support partner opportunities, solution design, demonstrations, quotes, and proposals.
• Collaborate with vendors to align commercial activities, incentives, campaigns, certifications, and partner enablement.
• Deliver partner enablement sessions, commercial training, and portfolio updates to reseller teams.
• Create and manage a healthy sales pipeline through structured partner engagement and opportunity development.
• Maintain accurate CRM records for partner activity, pipeline, forecasting, and account planning.
• Represent the company at partner meetings, vendor events, webinars, trade shows, and channel activities across the Belux region.
• Monitor market trends in UCaaS, CCaaS, hybrid work, Microsoft Teams voice, Zoom, Webex, cloud calling, contact centre, AI-enabled communications, and managed services.

Product and Service Focus
The Channel Sales Manager will sell through partners across the full Unified Communications and collaboration ecosystem.
Unified Communications & UCaaS

• Cloud-based communication and collaboration platforms
• UCaaS solutions
• Microsoft Teams voice and collaboration solutions
• Zoom, Webex, and other collaboration platforms
• Cloud calling and hosted telephony
• Integration of voice, video, chat, meetings, and presence

Voice, Telephony & Connectivity

• VoIP and SIP solutions
• Session Border Controllers
• Cloud voice enablement
• Telephony infrastructure
• Headsets, phones, endpoints, and related hardware
• Voice integration with cloud collaboration platforms

Video & Meeting Rooms

• Video conferencing solutions
• Meeting room systems
• Room devices and endpoints
• Hybrid meeting technology
• Installation, configuration, and support services

Customer Experience & Contact Centre

• Contact centre and CCaaS solutions
• Omnichannel customer interaction platforms
• Routing, reporting, analytics, and customer engagement tools
• Integration with UC and CRM environments

Professional & Managed Services

• Consultancy and solution design
• Project implementation
• Migration services
• Adoption and change support
• Installation and configuration
• Monitoring and maintenance
• Support services
• Managed services around the complete portfolio

Profile
The ideal candidate is a relationship-driven sales professional with experience in indirect sales, technology distribution, telecommunications, cloud services, or the IT channel.
You understand how to work with resellers and partners, and you know how to create commercial momentum through enablement, account planning, pipeline management, and solution selling.
You are comfortable discussing both business value and technology at a high level, and you can connect partner needs with the right combination of products, services, and vendor solutions.
Required Experience

• Proven experience in channel sales, indirect sales, account management, business development, or partner management.
• Experience selling through or to resellers, MSPs, system integrators, telecom partners, or IT channel partners.
• Strong knowledge of Unified Communications, UCaaS, cloud communications, collaboration tools, telecoms, SaaS, managed services, or IT infrastructure.
• Experience developing reseller relationships and building partner sales plans.
• Ability to sell complete solutions that combine products, software, hardware, services, and support.
• Proven ability to generate pipeline and achieve sales targets.
• Strong commercial acumen and consultative selling skills.
• Experience working with CRM systems and maintaining accurate forecasts.
• Ability to work independently across the Belux region.

Language Requirements
This role requires a trilingual profile with strong communication skills in:

• Dutch
• French
• English

The candidate must be able to conduct partner meetings, presentations, negotiations, and internal communication confidently in all three languages.
Preferred Experience

• Existing network within the Belux reseller, MSP, telecom, or IT channel ecosystem.
• Experience working for a distributor, vendor, reseller, MSP, telecom provider, or cloud communications company.
• Knowledge of solutions such as Microsoft Teams, Zoom, Webex, Google Workspace, SIP, SBC, VoIP, CCaaS, cloud telephony, video conferencing, meeting rooms, and contact centre platforms.
• Experience selling managed services or professional services around cloud and communications solutions.
• Understanding of vendor programmes, partner enablement, rebates, incentives, and channel marketing.

Key Skills and Competencies

• Indirect sales and channel development
• Partner recruitment and partner management
• Consultative and solution selling
• Unified Communications and cloud communications knowledge
• UCaaS, CCaaS, voice, video, and collaboration understanding
• Managed services sales
• Commercial negotiation
• Account planning
• Pipeline creation and forecasting
• Partner enablement
• Vendor engagement
• Presentation and communication skills
• Self-starter mentality
• Strong relationship-building skills
• Trilingual communication: Dutch, French, English

Success Measures

• Revenue growth across the Belux reseller channel.
• Growth of the Unified Communications, cloud, and managed services portfolio.
• Number of active and productive reseller partners.
• New partner recruitment and onboarding.
• Partner pipeline creation and conversion.
• Sales performance against targets and vendor objectives.
• Increased attach rate of professional and managed services.
• Quality of partner account plans and forecast accuracy.
• Partner satisfaction and long-term channel engagement.

Package

• €4000 - €4500 base salary
• €10.000 to €15.000 yearly bonus

Extra-legal 

• Company car
• Meal vouchers
• Insurance package. 
• Net expenses