Sr. Director of Channel Sales

We are seeking an experienced Sr. Director of Channel Sales to lead our channel sales strategy, build strong relationships with Technology Solution Distributors (TSDs), and onboard new channel agents. The ideal candidate will have a deep understanding of channel sales operations, a proven track record of scaling partner ecosystems, and strong leadership skills to drive revenue through indirect sales channels.

Key Responsibilities

• Strategic Channel Development:
  Develop and implement the channel sales strategy to drive growth across all TSD partnerships and agent relationships.
• Partner Relationship Management:
  Build and nurture strong relationships with existing TSDs to maximize sales opportunities, foster collaboration, and drive mutual business success.
• Agent Onboarding & Enablement:
  Lead the process for identifying, recruiting, and onboarding new agents. Provide comprehensive training, tools, and resources to ensure agents are equipped for success.
• Revenue Growth:
  Achieve revenue growth targets by optimizing performance through channel partners and ensuring alignment with corporate sales goals.
• Market Expansion:
  Identify opportunities to expand the channel network into new markets or verticals. Develop tailored strategies to maximize market penetration.
• Cross-Functional Collaboration:
  Work closely with marketing, product, and sales enablement teams to develop partner-centric programs, campaigns, and resources that enhance channel performance.
• Performance Management:
  Track and analyze channel sales performance metrics. Provide regular reporting and recommendations for improvement based on data insights.
• Negotiation & Contracts:
  Oversee contract negotiations with channel partners, ensuring alignment with company goals and compliance with legal standards.
• Industry Trends & Best Practices:
  Stay abreast of industry trends, market conditions, and competitive landscape to identify potential areas for innovation and improvement within the channel strategy.

Qualifications

• Experience:
  8 years of experience in channel sales, business development, or related roles in the telecom, IoT, or technology sectors. Experience working with TSDs and agent channels is required.
• Leadership Skills:
  Proven leadership experience with the ability to inspire, mentor, and manage teams and external partners effectively.
• Relationship-Building:
  Exceptional relationship-building and negotiation skills with the ability to foster long-term partnerships.
• Analytical & Strategic Thinking:
  Strong analytical and problem-solving skills with the ability to make data-driven decisions.
• Communication Skills:
  Excellent verbal and written communication skills with the ability to present ideas and strategies clearly to internal and external stakeholders.
• Travel:
  Willingness to travel as needed to meet with partners and attend industry events.

Preferred Qualifications

• Knowledge of cloud, SaaS, or managed services solutions