What are the responsibilities and job description for the Distribution Channel Account Manager position at Ribbon Communications?
Ribbon Communications (Nasdaq:RBBN) delivers communications software, IP and optical networking solutions to service providers, enterprises and critical infrastructure sectors globally. We engage deeply with our customers, helping them modernize their networks for improved competitive positioning and business outcomes in today's smart, always-on and data-hungry world. Our innovative, end-to-end solutions portfolio delivers unparalleled scale, performance, and agility, including core to edge software-centric solutions, cloud-native offers, leading-edge security and analytics tools, along with IP and optical networking solutions for 5G. We maintain a keen focus on our commitments to Environmental, Social, and Governance (ESG) matters, offering an annual Sustainability Report to our stakeholders.
To learn more visit ribboncommunications.com.
POSITION SUMMARY
- The successful candidate will be the Distribution channel sales lead for the North America and have back-office responsibilities for our Distribution Partners Internationally.
- In this role, the candidate will focus on sellingRBBN products and services indirectly to the enterprise market through existing and possibly new distribution channel partners.
- The role will also include direct responsibility for the management and development of Distributors to ensure RBBN maximises its depth and breadth of sales coverage across the globe.
- Develop and implement a Distribution channel sale plan to achieve/overachieve the agreed goals specifically for the NA, LATAM, Canada, EMEA and APAC regions
- Directs and is fully responsible for the distribution channel sales forecasting activities for the region
- Lead the sales development and awareness campaign primarily across the NA region by successfully positioning RBBN enterprise solutions, services and maintenance and supporting distribution sales globally.
- Presentation of the RBBN enterprise solutions and differentiators to the distribution channels and assists in defining the optimum solution for their network requirements to establish a winning position for RBBN.
- As a virtual team member, work with the regional pre-sales engineers and in country channel team to deliver technical and commercial proposals to channel partners.
- Attend trade shows, conferences and network within the industry to positively position RBBN.Provide input to regional marketing plans
- Weekly reporting on distribution channel engagement, opportunities & competitive activities
- Minimum 30% Travel required
- Key to success in this role is nurturing current distribution channel business while also driving new growth primarily in the NA market but also supporting LATAM, Canada, EMEA and APAC regions markets.
EDUCATION AND EXPERIENCE:
- Dallas Metroplex preffered
- Bachelor's degree in business or engineering preferred.
- Proven sales experience with distribution channel partners in NA, international experience preferred.
- 3 to 5 years in distribution/channel account management or quota-carrying sales role with an IP networking or telecom company.
- Knowledge in voice, UC, and Cloud.
- Experience selling Unified Communications solutions (e.g., Avaya, Mitel, Cisco, AudioCodes).
- Problem-solving skills; consultative sales approach.
- Results-driven, capable of working independently and in a team.
- High activity levels required, both remotely and face-to-face with channel partners. Self-motivated and eager to build regional business.
- Proficient with CRM systems like Salesforce and HubSpot, plus Microsoft Office Suite.
- Strong analytical skills for data analysis and metric-based performance improvement.
- Excellent communication skills for stakeholders and team collaboration.
- Project management experience for effective sales strategies and process improvements.
- Advanced Excel skills and experience in creating KPI tracking dashboards.
- Detail-oriented and data-driven approach.
- Strong interpersonal skills for relationship-building with stakeholders and sales team members.
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Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
