Channel Sales Manager


Chicago, IL

Industry: Technology


Not Specified years

Posted 213 days ago

  by    Emily Russo

This job is no longer available.

Job Title: Channel Sales Manager - Direct Hire / Full Time / Perm

Job Location: Chicago, IL

Job Type: Full Time / Perm / Direct Hire + Benefits

?US citizens and those authorized to work in the US are encouraged to apply. We are unable to sponsor H1b candidates at this time.?

Job Description:

Position Summary

  • The Channel Manager, Americas is accountable for growing indirect sales and lead generation activities via the agent channel. Primary emphasis will be on developing existing relationships with Master Agents to ensure client is selected to participate in referrals for international voice, network, UCaaS and data center services and converting those referrals to closed deals.

Key Responsibilities:

  • The Channel Manager, Americas will focus primarily on named Master Agent accounts to acquire new business referrals from these companies and their subagent communities for potential sales to mid to large sized Enterprise customers headquartered in the Americas region.
  • Implement the channelsales strategy with sales leaders, team members and support organizations to ensure that targets are achieved/exceeded
  • Develop and maintain relationships with new and existing Master and Sub Agents
  • Develop and maintain a high profile presence for client within the agent community in the USA
  • Work withinternal and external marketing teams to position client in the Master Agents sales and marketing campaigns, internal portals, newsletters and events
  • Ensure direct sales and pricing/deal architects are fully educated on agent channel rules of engagement and commission policies
  • Work with agents, operations and finance teams to ensure agent referred sales are properly tagged, communicated and commissioned
  • Work with client's marketing team to coordinate and deliver constant engagement/outreach campaigns with targeted agent community through the use of email campaigns, webinars, regional events/workshops, and speaking slots & presentations during channelevents
  • Work regularly with internal product and sales engineering teams to determine proper product and service area focus for agent community and to aid in efficient prequalification process
  • Track the progress or referred opportunities and review with sales and operations teams to continuously improve responsiveness and closure rates
  • Business Planning and Reporting - Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities align with sales strategy and business objectives
  • Work withinternal operations teams including deal architects, access teams, Salesforce/IT and finance to improve processes for referral acceptance and proposals and for commission tracking and payments
  • Efficient and timely communication with internal business partners by participating in Corporate and regional conference calls and meetings

Skills and Experience Qualifications Requirement:

  • Familiarity with and relationships within the Master Agents and the sub agent channel, especially for international telecommunications services
  • Demonstrated track record of successful sales in the UCC/Data/Networking industry to mid to large sized Multi-National Enterprise customers
  • Ability to network within partner organization to identify all key influencers and decision makers
  • Excellent negotiation skills
  • Travel requirement around 35%
  • Working knowledge of all Microsoft Office applications


  • A candidate that has a combination of sales and sales engineering background
  • Formal Training in Sales Techniques
  • Education to degree level