VAR Account Manager
Ooma, Sunnyvale, CA, United States
Boca Raton, Florida; Remote, US; Sunnyvale, California
Here at Ooma we empower people to connect in smarter ways. We do this by creating powerful communication experiences through our cloud-based platform to bring people together at work and at home. Our solutions help small business owners stay connected with their customers and manage their businesses from anywhere. For larger companies we provide customized unified communications solutions to meet their unique needs. At home, we help our customers connect with their loved ones by providing the #1 rated VoIP phone service available. We also provide them with peace of mind through our innovative smart home security solution. At Ooma, all our products and services are priced competitively, because we believe advanced technology should be accessible to all.
About the Role The VAR Account Manager will be responsible for managing and growing relationships with assigned Value-Added Reseller partners while driving revenue through the channel. This role focuses on partner enablement, pipeline development, and expanding adoption of Ooma solutions within partner customer bases. You will serve as the primary point of contact for your partners, helping them successfully position, sell, implement, and support Ooma’s portfolio of communications solutions. This is a high-impact role that requires a strong mix of relationship management, strategic thinking, and channel sales execution. The ideal candidate has experience working within telecom, VoIP, SaaS, or IT channel ecosystems and a proven track record of delivering revenue growth through reseller partnerships.
What You’ll Do
Build and maintain strong relationships with assigned VAR partners to drive consistent revenue growth through the channel
Serve as the primary partner contact, ensuring a high level of engagement, responsiveness, and overall partner satisfaction
Develop joint business plans with key partners to expand pipeline and increase adoption of Ooma solutions
Enable partners through product training, sales support, and education on Ooma’s communications platform
Identify new opportunities within partner customer bases and collaborate with partners to advance deals through the sales cycle
Maintain regular pipeline reviews and strategic account discussions with partners
Advocate for partner needs internally and collaborate with cross‑functional teams to deliver a best‑in‑class partner experience
Maintain accurate pipeline visibility and revenue forecasting
Execute a disciplined sales process to consistently achieve or exceed revenue targets
Travel periodically to meet with partners and support partner‑led sales initiatives and events
Qualifications
5–8 years of quota‑carrying B2B sales or channel account management experience in Telecom, VoIP, SaaS, Networking, or IT services
Demonstrated success managing and growing VAR or reseller partner relationships
Proven ability to drive revenue through partner‑led sales models
Strong understanding of channel sales strategy and partner engagement
Experience managing pipeline and opportunity forecasting
Excellent communication, presentation, and relationship‑building skills
Highly organized and self‑motivated with the ability to manage multiple partner relationships simultaneously
Strong problem‑solving and analytical skills with a strategic approach to account growth
Ability to collaborate effectively across sales, marketing, and partner support teams
What We Offer Working at Ooma means being a team player, while allowing your individual voice to come through. And, you'll receive competitive compensation, benefits and generous company perks.
Comprehensive Medical/Dental/Vision insurance for you and eligible dependents
HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund)
Employer Paid Income Protection Benefits (Basic Life and AD&D, Short‑ and Long‑term disability)
FSA Healthcare & Dependent Care
Voluntary Accident, Critical Illness, Hospital Indemnity and Legal
401(k), including employer match, and Roth
Employee Stock Purchase Plan (ESPP)
Paid Time off, Sick Time, as well as corporate holidays observed
Employee Assistance Program
Life Balance benefits with Travel Assistance Services and Identity Theft
Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc
Ooma is an equal‑opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws.
The base salary range for candidates within the United States is listed below. Actual base pay will depend on a variety of factors such as education, skills, experience, specific location, etc. The base pay range is subject to change and may be modified in the future. Regular employees may also be eligible for bonus(es), sales incentive(s) (target included in OTE) and/or stock in the form of Restricted Stock Units (RSUs).
United States Pay Range
$100,000 - $115,000 USD
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Here at Ooma we empower people to connect in smarter ways. We do this by creating powerful communication experiences through our cloud-based platform to bring people together at work and at home. Our solutions help small business owners stay connected with their customers and manage their businesses from anywhere. For larger companies we provide customized unified communications solutions to meet their unique needs. At home, we help our customers connect with their loved ones by providing the #1 rated VoIP phone service available. We also provide them with peace of mind through our innovative smart home security solution. At Ooma, all our products and services are priced competitively, because we believe advanced technology should be accessible to all.
About the Role The VAR Account Manager will be responsible for managing and growing relationships with assigned Value-Added Reseller partners while driving revenue through the channel. This role focuses on partner enablement, pipeline development, and expanding adoption of Ooma solutions within partner customer bases. You will serve as the primary point of contact for your partners, helping them successfully position, sell, implement, and support Ooma’s portfolio of communications solutions. This is a high-impact role that requires a strong mix of relationship management, strategic thinking, and channel sales execution. The ideal candidate has experience working within telecom, VoIP, SaaS, or IT channel ecosystems and a proven track record of delivering revenue growth through reseller partnerships.
What You’ll Do
Build and maintain strong relationships with assigned VAR partners to drive consistent revenue growth through the channel
Serve as the primary partner contact, ensuring a high level of engagement, responsiveness, and overall partner satisfaction
Develop joint business plans with key partners to expand pipeline and increase adoption of Ooma solutions
Enable partners through product training, sales support, and education on Ooma’s communications platform
Identify new opportunities within partner customer bases and collaborate with partners to advance deals through the sales cycle
Maintain regular pipeline reviews and strategic account discussions with partners
Advocate for partner needs internally and collaborate with cross‑functional teams to deliver a best‑in‑class partner experience
Maintain accurate pipeline visibility and revenue forecasting
Execute a disciplined sales process to consistently achieve or exceed revenue targets
Travel periodically to meet with partners and support partner‑led sales initiatives and events
Qualifications
5–8 years of quota‑carrying B2B sales or channel account management experience in Telecom, VoIP, SaaS, Networking, or IT services
Demonstrated success managing and growing VAR or reseller partner relationships
Proven ability to drive revenue through partner‑led sales models
Strong understanding of channel sales strategy and partner engagement
Experience managing pipeline and opportunity forecasting
Excellent communication, presentation, and relationship‑building skills
Highly organized and self‑motivated with the ability to manage multiple partner relationships simultaneously
Strong problem‑solving and analytical skills with a strategic approach to account growth
Ability to collaborate effectively across sales, marketing, and partner support teams
What We Offer Working at Ooma means being a team player, while allowing your individual voice to come through. And, you'll receive competitive compensation, benefits and generous company perks.
Comprehensive Medical/Dental/Vision insurance for you and eligible dependents
HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund)
Employer Paid Income Protection Benefits (Basic Life and AD&D, Short‑ and Long‑term disability)
FSA Healthcare & Dependent Care
Voluntary Accident, Critical Illness, Hospital Indemnity and Legal
401(k), including employer match, and Roth
Employee Stock Purchase Plan (ESPP)
Paid Time off, Sick Time, as well as corporate holidays observed
Employee Assistance Program
Life Balance benefits with Travel Assistance Services and Identity Theft
Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc
Ooma is an equal‑opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws.
The base salary range for candidates within the United States is listed below. Actual base pay will depend on a variety of factors such as education, skills, experience, specific location, etc. The base pay range is subject to change and may be modified in the future. Regular employees may also be eligible for bonus(es), sales incentive(s) (target included in OTE) and/or stock in the form of Restricted Stock Units (RSUs).
United States Pay Range
$100,000 - $115,000 USD
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