Job description

Since 1985, Digi International has been a pioneer in wireless communication, forging the future for connected devices and responding to the needs of the people and enterprises that use them. Before the Internet of Things was a thing, we built M2M and IoT devices, adapted to evolving network standards, and optimized data communications around the most advanced protocols and emerging technologies. From radio frequency modems to gateways, cellular routers, networking devices, embedded system-on-modules (SOM) and single-board computers (SBCs), Digi's solutions have continually grown to serve an extensive breadth of applications across the IoT landscape. Today, our IoT offerings include sensor-based solutions, a sophisticated platform for remotely monitoring device deployments of any size, anywhere, as well as professional design, implementation and certification teams to help you carry out your vision, no matter how large or small. This position is Remote US (Must reside in the Continental US to be considered Position Digi International is looking for a Sr. Manager of Channel Sales, Managed Services, to lead the development and growth of our MSP and service provider channel. The role will be a key member of the channel sales organization responsible for building and scaling strategic MSP partnerships, driving net-new recurring revenue, developing pipeline, and establishing a repeatable channel sales motion. This role will work closely with Sales Engineering, Product, Marketing, and Finance to develop and execute partner strategies, support partner enablement, and build long-term, revenue-producing relationships across the U.S. MSP and service provider ecosystem. What You Will Do • Build & Scale the MSP Partner Ecosystem — Own, build, enable, and scale a growing book of MSP and service provider partnerships • Hunt Net-New Partnerships — Recruit and sign net-new MSP partners • Drive Pipeline & ARR — Generate net-new recurring revenue by moving partners from signed agreements to active, revenue-producing engagements. Pipeline ownership is a vital part of this role. • Build & Execute a Target Account Plan — Work from a curated MSP target list to prioritize, sequence, and penetrate the right accounts. • Navigate Complex, Multi-Stakeholder Sales Cycles — Engage executive sponsors, procurement, and technical leads simultaneously at MSP accounts. You are comfortable operating at multiple levels of an organization at once. • Partner Internally — Collaborate cross-functionally with Sales Engineering, Product, Marketing, and Finance to deliver compelling proposals and world-class partner enablement. • Report & Forecast Accurately — Maintain a clean, current pipeline in the Digi CRM; deliver weekly forecasts and participate in QBR checkpoints with leadership. • Establish Repeatable Motion — Document what works. Build playbooks, onboarding frameworks, and enablement content that scale beyond you — laying the foundation for a channel business that grows. Who You Are and What You Bring • 10+ years of channel or direct selling experience in B2B technology, with a strong background in major account management and enterprise sales. • Demonstrated track record of hunting and closing large, complex MSP or service provider partnerships and relationships inside the US MSP and service provider ecosystem. • Proven ability to sell managed connectivity, SD-WAN, WAN management, IoT, or adjacent networking solutions through an MSP channel. • Strong executive presence — comfortable pitching VP/C-level at enterprise MSPs and navigating lengthy, multi-stakeholder procurement cycles. • Self-starter mentality — this is a blank-canvas role; you must be comfortable building structure, not inheriting it. • Proficiency with CRM tools and strong forecasting discipline. *Please note that we are unable to provide visa sponsorship for this position. This includes, but is not limited to, work visas, employment-based visas, or residency sponsorship. Candidates must have valid work authorization in the United States at the time of application. Visa applications of any kind will not be considered. Digi International offers a distinctive Total Rewards package including a short-term incentive program, new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings. The anticipated total compensation range for this position is $184,000 – $287,000. Pay ranges are determined by role, job level and primary job location. The range displayed reflects the reasonable range we anticipate paying for this position and reflects the cost of labor within several U.S. geographic markets. The specific salary offered within the range will depend on various factors including, but not limited to the candidate’s relevant and prior experience, education, skills, and primary work location. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each position. Pay ranges are typically reviewed and updated annually. At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.

Requirements

Must-haves

Build & Scale the MSP Partner Ecosystem — Own, build, enable, and scale a growing book of MSP and service provider partnerships
Hunt Net-New Partnerships — Recruit and sign net-new MSP partners
Drive Pipeline & ARR — Generate net-new recurring revenue by moving partners from signed agreements to active, revenue-producing engagements. Pipeline ownership is a vital part of this role.
Build & Execute a Target Account Plan — Work from a curated MSP target list to prioritize, sequence, and penetrate the right accounts.
Navigate Complex, Multi-Stakeholder Sales Cycles — Engage executive sponsors, procurement, and technical leads simultaneously at MSP accounts. You are comfortable operating at multiple levels of an organization at once.
Partner Internally — Collaborate cross-functionally with Sales Engineering, Product, Marketing, and Finance to deliver compelling proposals and world-class partner enablement.
Report & Forecast Accurately — Maintain a clean, current pipeline in the Digi CRM; deliver weekly forecasts and participate in QBR checkpoints with leadership.
Establish Repeatable Motion — Document what works. Build playbooks, onboarding frameworks, and enablement content that scale beyond you — laying the foundation for a channel business that grows.
Who You Are and What You Bring
10+ years of channel or direct selling experience in B2B technology, with a strong background in major account management and enterprise sales.
Demonstrated track record of hunting and closing large, complex MSP or service provider partnerships and relationships inside the US MSP and service provider ecosystem.
Proven ability to sell managed connectivity, SD-WAN, WAN management, IoT, or adjacent networking solutions through an MSP channel.
Strong executive presence — comfortable pitching VP/C-level at enterprise MSPs and navigating lengthy, multi-stakeholder procurement cycles.
Self-starter mentality — this is a blank-canvas role; you must be comfortable building structure, not inheriting it.
Proficiency with CRM tools and strong forecasting discipline.

Nice-to-haves

None flagged.

Application prep

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Platform: ukg
Effort: medium

Benefits

Benefits detected in the listing.

Vision

Pto

Parental Leave