Senior Channel Director

Overview

The Field Sales-Sales Account Management area is responsible for selling the firm's products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales.

Responsibilities

Build the Next Generation of the TNS Channel

Transaction Network Services (TNS) is looking for an experienced, highly motivated Channel Sales Manager East Coast to expand our growing partner ecosystem and generate new enterprise revenue through strategic channel relationships.

This is not a traditional partner-management role.

We are looking for someone who knows how to build relationships, create demand, develop partner-generated pipeline and close business.

The ideal candidate already understands the technology channel and has experience working with organizations such as Technology Services Distributors (TSDs), MSPs, VARs, telecom consultants, cloud communications providers, contact-center partners and other technology advisors.

You will own the development of the TNS channel across the Eastern United States and help partners introduce TNS to enterprise customers.

What You'll Sell

TNS helps enterprises protect and improve one of their most important customer communication channels: the telephone call.

Our Enterprise Branded Communications portfolio helps organizations:

• Protect telephone numbers against spoofing and impersonation
• Authenticate legitimate enterprise calls
• Display an organization's trusted calling name and logo
• Monitor telephone-number reputation
• Identify telephone numbers experiencing spam-labeling or reputation issues

You will help our partners take these capabilities to their enterprise customers across banking, financial services, healthcare, retail, utilities, travel, contact centers and other high-volume calling environments.

What You'll Own

Build the East Coast Partner Ecosystem

• Develop and expand relationships with TSDs, technology advisors, MSPs, VARs, telecom consultants and strategic technology partners throughout the Eastern United States.
• Identify partners with the customer base, technical capabilities and sales organization to generate meaningful enterprise opportunities for TNS.

Generate Partner-Sourced Pipeline

• This role is measured on business creation.
• You will work with partners to identify target accounts, develop joint account strategies, initiate customer conversations and create qualified enterprise opportunities.
• Success means partners aren't simply registered with TNS....they are actively selling TNS.

Activate Existing Partners

• Build strong relationships with partner sales representatives, channel managers, engineers and leadership teams.
• Educate partners on where TNS fits within their customer conversations and give them simple, compelling reasons to bring TNS into opportunities.

Create Demand

• Develop creative partner-led prospecting campaigns, account-mapping strategies, customer workshops, executive introductions and educational programs that generate new conversations.
• You should be comfortable helping a partner move from: "What does TNS do?" to: "I have five customers that need to hear this."

Sell Alongside Partners

• Participate directly in enterprise customer meetings.
• Help partners uncover challenges related to spoofing, fraud, telephone-number reputation, branded calling, contact-center performance and consumer trust.
• Work closely with TNS enterprise sales resources to advance opportunities from initial conversation through close.

Develop Strategic Relationships

Build relationships across the partner organization vs one channel contact.

Successful candidates will develop advocates within:

• Partner sales organizations
• Sales engineering
• Partner leadership
• Marketing
• Customer-success teams
• Enterprise account executives
• Regional sales leadership

Represent TNS in the Market

• Attend partner events, regional conferences, customer meetings, sales kickoffs, technology events and industry gatherings.
• You will be expected to become a recognized resource for partners seeking guidance around enterprise voice trust, calling authentication, spoof protection and telephone-number reputation.

How Success Will Be Measured

We believe channel performance should be measured by outcomes not simply activity.

Core performance metrics will include:

• Partner-sourced recurring revenue
• Partner-sourced qualified pipeline
• Net-new enterprise opportunities
• Number of productive revenue-generating partners
• Growth within existing strategic partners
• New partner recruitment
• Partner seller engagement
• Joint customer meetings
• Pipeline velocity and opportunity progression
• Achievement of quarterly and annual revenue targets

What We're Looking For | Required

• 5+ years of technology, SaaS, telecom, cloud, cybersecurity or communications sales experience
• 3+ years of channel, partner or indirect-sales experience
• Demonstrated success generating revenue through partners
• Strong understanding of the technology-channel ecosystem
• Experience building executive and seller-level partner relationships
• Proven ability to develop pipeline rather than simply manage existing relationships
• Strong presentation and customer-facing communication skills
• Ability to independently manage a large geographic territory
• Comfortable working in a fast-moving, entrepreneurial sales environment
• Ability and willingness to travel throughout the Eastern United States

Highly Preferred

Experience working with or selling through:

• Technology Services Distributors
• MSPs
• VARs
• Telecom agents and technology advisors
• UCaaS providers
• CCaaS providers
• Contact-center technology partners
• Cybersecurity partners
• Cloud communications providers
• Enterprise communications consultants

Existing relationships within the East Coast technology-channel ecosystem are highly desirable.

The Person We're Looking For

• Builds relationships quickly.
• Partners trust you because you help them solve problems and make money.
• Creates opportunities instead of waiting for leads.
• You are comfortable opening doors, mapping accounts and developing new conversations.
• Can simplify complicated technology.
• You don't need 30 slides to explain why a customer should care.
• Thinks commercially.
• You understand that successful partnerships need to generate measurable revenue for both organizations.
• Operates independently.
• You don't need someone telling you what to do every morning.
• Has a network.
• You already know people throughout the technology-channel ecosystem and know how to turn those relationships into conversations.
• Enjoys winning.

Qualifications

Territory

• Primary responsibility will include the Eastern United States, with an emphasis on major technology-channel markets throughout the Northeast, Mid-Atlantic and Southeast.
• This is a remote position with regular partner and customer travel.

Ready to Build?

We're looking for someone who wants more than a portfolio of partners to manage. We're looking for someone who wants to build a channel, create revenue and become a major part of TNS's next stage of growth.

For this role, we anticipate paying a salary range of $125,000-$140,000. This role is eligible for variable pay, issued as a monetary bonus or in another form. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.