Director of Channel Sales

The Director of Channel Sales is the executive owner of Syringa’s indirect revenue motion, responsible for driving growth, partner loyalty, and operational excellence across the TSD and agent ecosystem.

This role is designed for a proven channel leader who understands how elite TSD partners operate and expects autonomy, executive access, and accountability. The Director will lead strategy and execution across partner recruitment, enablement, deal execution, and internal alignment, while directly managing Syringa’s Partner Development Manager and Channel Account Manager.

This is not a “program‑only” role. It is a revenue‑owning, execution‑driven channel leadership position.

• Own Syringa’s Channel GTM strategy, revenue targets, pipeline health, and forecast accuracy.
• Define and execute quarterly and annual channel growth plans aligned with executive leadership.
• Establish a disciplined operating cadence for channel pipeline inspection, performance metrics, and partner accountability.

• Serve as the executive point of ownership for Syringa’s TSD relationships.
• Drive QBRs, joint pipeline reviews, enablement strategy, and executive‑level alignment with TSD leadership.
• Ensure Syringa maintains strong visibility, credibility, and momentum within TSD ecosystems.

• Recruit and activate high‑quality agents and sub‑brokers aligned with Syringa’s footprint and service strengths.
• Build and maintain repeatable enablement assets including sales playbooks, positioning guides, and qualification standards.
• Coach partners on effectively positioning Syringa’s native services and executing deals correctly from discovery to close.

• Ensure channel opportunities move efficiently through lead registration, qualification, quoting, contracting, and install.
• Participate in strategic partner and customer calls when required to accelerate deals or remove friction.
  
  Maintain high standards for CRM hygiene, deal documentation, and handoffs to delivery.

• Own and enforce Syringa’s channel rules of engagement to protect partner trust and prevent conflict.
• Partner with Finance and Deal Desk on pricing governance, commission accuracy, and clean bookings.
• Build KPI dashboards that clearly reflect channel performance, bottlenecks, and improvement opportunities.
• Directly manage the Partner Development Manager and Channel Account Manager.
• Set clear expectations, performance metrics, and coaching plans for channel roles.
• Scale the channel organization thoughtfully as revenue and partner demand grow.

• Align Sales, Sales Engineering, Marketing, Finance, and Delivery around a unified channel execution model.
• Influence without authority and drive outcomes across teams that impact the partner experience.
• Represent the channel organization confidently at the executive level.

• Measurable increase in channel‑sourced pipeline and closed‑won revenue.
• Strong executive relationships with TSD leadership and top producing partners.
• Improved speed and quality from lead registration through install.
• High partner satisfaction and repeatable partner activation.
• A scalable, disciplined channel operating model that leadership trusts.

Required Experience & Qualifications

• 8–10+ years of B2B technology sales experience with deep emphasis on indirect/channel sales.
• Demonstrated success working within the TSD / master agent ecosystem.
• Proven ability to own channel revenue, forecasting, and pipeline execution.
• Experience leading, developing channel sales teams, and driving performance.
• Strong executive communication skills and comfort operating at Executive level.
• Willingness and ability to travel to major industry events and partner meetings.

Preferred Background

• Experience with fiber, connectivity, network services, cloud, UCaaS, CCaaS, or security solutions.
• Track record of scaling or maturing a channel program.
• Experience partnering closely with Finance on commissions and deal governance.
• Strong reputation within the agent or TSD community.