General Purpose:The Channel Development Director will manage all sales and operations associated with the Channel Division to ensure management and profitability. This role focuses on growing Technology Services Distributors (TSDs) in both revenue, billing base, and number of producing sub-agents by working with existing partners.
Direct Reports:No
Essential Duties and Responsibilities:Relationship Management & Partner Engagement- Works with local channel sales directors to align properly in each market with TSDs.
- Promotes the TPx Catalog of Solutions by engaging directly with TSD sales and operations teams, while also organizing local and regional partner events in collaboration with each TSD.
- Develops and maintains relationships with key new and existing TSDs.
- Provides employees and TSDs with information and the necessary tools/guidance to achieve the desired performance.
Strategic Planning & Business Development- Identifies new revenue opportunities and works with Marketing/Business Development to develop the opportunity/product.
- Performs competitive analysis and market research and drives corresponding changes in product offerings and positioning -- constantly reviews the marketplace for refinements and new opportunities.
Financial Management- Manages the annual MDF Budget for each of the TSDs.
Contract & Compliance Oversight- Oversees contractual terms entered between TPx and TSDs and responsible for ensuring compliance by both TPx and TSDs.
- Works across departments to ensure the needs/requirements of the Channel division are available and to ensure appropriate regulatory and other compliance are communicated and in place.
Reporting & Analytics- Provides critical information and reports to leadership that can be used to guide decisions to support the Company's goals, objectives, and strategies.
Other Responsibilities:- Works with Marketing on sales campaigns.
- Up to 50% travel including domestic air travel and driving.
Required Qualifications:Education and Experience
- Bachelor's degree in business administration or marketing from an accredited college/university or equivalent combination of education and experience.
- Minimum 7 years' experience in voice/data telecommunications industry, with at least 5 years as a manager in a sales/marketing organization.
- Experience delivering solutions that target the Channel segment.
- Experience handling multiple deliverables, developing strong interdepartmental relationships and managing cross-functional tasks.
Knowledge, Skills, & Abilities
- Track record of delivering effective marketing strategies or profitable product lines.
- Superior marketing skills with the ability to frame the unique selling proposition and
- Understanding of telecommunications and managed networks industry trends, their products and services, their technologies and their impact on business strategies.
- Excellent oral, presentation and written communications skills.
- Good analytical skills and comfortable with quantitative analysis -- take a creative, yet pragmatic approach to problem solving.
Other Required Qualifications
- Must possess a valid driver's license and satisfactory motor vehicle record (MVR).
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Req: #26-0080
