Channel Sales Manager

Channel Sales Manager at Corning Incorporated

Requisition Number: 72511

Reporting to the Sr. Director Sales & Commercial Operations – Americas, the Channel Account Manager is responsible for personally driving the development, execution, and day‑to‑day success of the Value Added Reseller (VAR) channel program to increase market share, expand regional coverage and accelerate revenue growth for iBwave. The role owns the full VAR lifecycle and is actively involved in identifying, recruiting, onboarding, enabling and growing partners to drive pipeline and revenue.

• Lead the development and execution of the North America’s VAR channel sales program for iBwave solutions to achieve the sales targets.
• Drive channel sales execution and pipeline development by building a healthy funnel and enforcing disciplined execution.
• Build and maintain strong relationships with VAR leadership, sales team and key customer stakeholders.
• Enable and activate VAR partners by working with internal teams to provide the tools, training, and resources required to effectively position and sell iBwave solutions.
• Collaborate cross‑functionally with Marketing, Product, Engineering, and Sales to deliver aligned, partner‑ready solutions.
• Gather and share market, customer, and competitive intelligence to continuously refine channel strategy and execution.
• Represent iBwave in the field at industry events, partner meetings, and joint customer engagements to strengthen relationships and generate new opportunities.
• Assess current and future customer needs through VAR‑led engagements.
• Support partners with complex technical and commercial engagements, coordinating internal resources as needed to advance deals.
• Recruit, onboard, and develop VARs through a structured and disciplined partner prospecting plan.
• Maintain strong knowledge of iBwave products, industry trends, and competitive offerings to support effective partner selling.
• Maintain close alignment with Product Management to stay current on product capabilities and evolving customer requirements.
• Maintain VAR‑led account plans, opportunities, and forecasts to support predictable execution.
• Provide concise market, partner, and competitive insights to the Sr. Director of Sales and executive leadership.
• Identify and manage competitive risks impacting VAR performance and market access.
• Coordinate internal support functions to prioritize partner and customer requirements.
• Participate in planning across budgets, forecasting, contracts, and market analysis.

• Bachelor’s degree in business or equivalent;
  Telecom Engineering a plus.
• 10–15 years of experience in sales roles, with a strong background in VAR, distributor, reseller account management.
• Strong commitment, flexibility, drive and high reliability.
• Proven ability to communicate with Technical Managers, Directors and Senior Executives.
• Result oriented with Entrepreneurial / Hunting attitude.
• Travel might represent more than 40% of the time.
• Strong interpersonal skills, with the ability to quickly establish rapport and credibility, influence decisions, gain closure, and collaborate within a team structure.
• ‘Self‑starter’ with initiative, resilience, organization and time management skills.
• Must be able to work effectively with minimum supervision.
• Language skills:
  English a must.
• Proven track record of consistently meeting and exceeding objectives.
• Experience with consultative and value‑based‑selling methodologies.
• Proficient in Power Point and Excel.
• Ability to lead informal teams.
• Proficiency with CRM‑based software tools, preferably with
• Strong business acumen.
• Broad understanding and wide application of technical and commercial principles in mobile networks.
• Sales Experience in Carrier Networks market (Wireless, Enterprise) is a plus.
• Well‑founded technical knowledge of Carrier network infrastructure.

Home‑based office anywhere in the USA region.

The range for this position is $94,734.00 – $ assuming full‑time status. Starting pay for the successful applicant is dependent on a variety of job‑related factors, including but not limited to geographic location, market demands,…