The Role

Lumen's Global Partner Solutions organization is accelerating growth through a modern, partner-led go-to-market. The Senior Director, Channel Sales leads an integrated regional motion across our highest impact partners (trusted advisors/agents, VARs, MSPs), our scale/longtail segment, a dedicated inside channel management function, and a focused partner recruiting motion to deliver measurable revenue, pipeline, and partner experience (PX) outcomes. The role blends regional leadership, strategic partner acquisition, co-sell execution on priority solution areas/plays, regional events and demand, inside channel operational leadership, and operational excellence across the funnel-grounded in data, rhythm of business (ROB), and cross-functional collaboration.

The Main Responsibilities

• Lead Regional Sales Directors responsible for high-impact partners, portfolio strategy, coverage models, joint business plans, and growth targets.
• Ensure Channel Managers and Scale Channel Managers are aligned to support partner coverage, pipeline development, and execution.
• Define partner segmentation, success metrics, and growth priorities across strategic, growth, and scale segments.
• Drive repeatable partner sales motions, including campaigns, enablement, promotions, and MDF utilization.
• Manage forecast accuracy, portfolio health, and risk/opportunity reviews across the regional partner book.
• Oversee Inside Channel Manager support, funnel integrity, deal coordination, and day-to-day partner support.
• Simplify partner processes across lead intake, deal registration, pricing approvals, provisioning, and billing inquiries.
• Use CRM, dashboards, and weekly operating reviews to identify blockers, improve execution, and accelerate close.
• Lead partner recruitment and onboarding efforts to expand regional market reach and solution specialization.
• Build partner acquisition priorities across trusted advisors, agents, VARs, MSPs, and systems integrators.
• Establish recruiting plays and onboarding milestones that accelerate new partner productivity.
• Track partner acquisition performance, activation, early pipeline contribution, and readiness against solution priorities.
• Publish regional partner strategies, quarterly scorecards, and performance updates.
• Translate Lumen solution areas into partner-ready campaigns, enablement, and co-sell motions.
• Host partner councils, executive roundtables, customer events, and roadshows to build pipeline and executive alignment.
• Coordinate co-marketing efforts and measure campaign, MDF, and sourced/co-sell pipeline impact.
• Partner cross-functionally with Product, Marketing, Legal, Finance, Delivery, PX, and Sales Operations to improve the channel model.
• Champion program clarity, partner incentives, rules of engagement, and continuous improvement.

Outcomes & Metrics

• Revenue growth, ARR/ACV, and contribution to regional plan
• Sourced/co-sell pipeline, conversion, and time-to-close
• Partner experience, resolution times, SLAs, and conflict reduction
• Enablement adoption, certifications, specialization, and win-rate improvement
• Forecast accuracy, data quality, operating rhythm, and MDF/campaign ROI

What We Look For in a Candidate

• 12-15+ years in channel/partner sales leadership (telecom, cloud, networking, managed services, security), including 7+ years managing multi-layer teams (field + inside).
• Demonstrated success recruiting and scaling trusted advisors/agents, VARs, MSPs/SIs, with measurable revenue impact.
• Deep understanding of indirect GTM, partner economics, MDF, SPIFFs/incentives, and PX best practices.
• Fluent in co-sell motions and solution area plays; strong executive communication and negotiation skills.
• Data driven operator with CRM/forecasting rigor and ROB discipline; deft at simplifying complex processes.
• Bachelor's degree required or related experience; MBA or equivalent experience preferred.
• Strategic & pragmatic: Balances long term partner portfolio strategy with short term sales execution.
• Builder mentality: Designs operating systems, playbooks, and programs that scale.
• Inclusive leader: Attracts, develops, and retains diverse talent; fosters a culture of accountability and customer obsession.
• Partner first mindset: Advocates for PX and reduces friction across the funnel.

Travel & Work Environment

• Travel up to 30-40% within region for partner/customer engagements, events, and internal planning.
• Hybrid work model, with presence expected for key ROB, team coaching, and regional events.

Compensation

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges:

$152,975 - $208,043 in these states: AZ, ID, OK, MT, NM, UT, WY
$163,842 - $218,453 in these states: CO, NV, OR
$171,639 - $228,852 in these states: CA, TX, WA

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.

Learn more about Lumen's:

• Benefits
• Bonus Structure

Requisition #: 342815