Inside Sales Account Executive – Channel Management

Overview

Inside Sales Account Executive - Channel Management –

Location:

U.S. Remote

The Inside Sales Account Executive - Channel Management is responsible for developing, managing, and expanding NWS's indirect sales ecosystem through strategic channel partners, resellers, distributors, integrators, and value-added partners. This role focuses on identifying high-value indirect sales channels that can leverage NWS's product portfolio and full suite of Strategic Solution Services—including kitting and logistics, network engineering and design, deployment services, and consultative technical staffing.

This is a revenue-generating, sales-centric role with direct responsibility for enabling channel partners to drive demand, increase pull-through revenue, and expand NWS presence across all major verticals. Success requires strong business development capabilities, relationship management, solution positioning, and the ability to collaborate cross-functionally with NWS Sales, Finance, Operations, Strategic Solution Services, and Product teams.

The Account Executive will build and execute channel strategies that accelerate growth, expand market reach, and create scalable, margin-rich partner programs that complement NWS's direct sales efforts.

Channel Partner Development & Management

• Identify, recruit, onboard, and grow high-potential indirect channel partners.
• Build strong relationships with resellers, integrators, distributors, and VARs.
• Develop partner business plans, joint go-to-market strategies, and pipeline development activities.
• Deliver partner training, product education, and ongoing enablement.

Sales Growth & Revenue Generation

• Own revenue and margin targets associated with assigned channel partners.
• Drive adoption of NWS products and services through indirect sales channels.
• Develop scalable sales programs that increase partner-generated opportunities.
• Negotiate partner agreements, terms, and program commitments.

Partner Enablement & Support

• Provide partners with sales tools, product knowledge, and service positioning guidance.
• Ensure partners understand the full NWS portfolio—including kitting, logistics, engineering, staffing, and deployment offerings—and how to profitably resell or integrate them.
• Support partners in creating proposals, solution bundles, and customer-facing presentations.

Pipeline Development & Forecasting

• Build, manage, and maintain an accurate partner pipeline in CRM.
• Track performance at the partner and program level, providing clear monthly and quarterly forecasts.
• Monitor partner engagement, activity levels, and overall contribution to NWS growth.

Cross-Functional Collaboration

• Work closely with internal sales teams to ensure channel alignment and conflict-free execution.
• Partner with marketing to develop channel-specific campaigns, collateral, and promotions.
• Coordinate with operations, logistics, and services teams to support complex partner opportunities or bundled offerings.

Market Insight & Strategy

• Analyze partner performance, market trends, and competitive activity within the channel ecosystem.
• Recommend program improvements, incentives, and strategic initiatives to strengthen channel participation and profitability.

Key Performance Indicators (KPIs)

Revenue & Margin

• Revenue attainment from assigned channel partners.
• Margin contribution on partner-driven projects.
• Growth rate of new partner-generated business.

Channel Development

• Number and quality of new partners onboarded.
• Active partner engagement metrics (training participation, pipeline activity, certifications).
• Partner satisfaction and retention rates.

Pipeline & Forecast Accuracy

• Health, size, and velocity of indirect channel pipeline.
• Accuracy of monthly and quarterly partner forecasts.
• Growth in partner-sourced leads and opportunities.

Operational Excellence

• CRM hygiene and timely opportunity updates.
• Effectiveness of partner enablement tools, trainings, and GTM activities.
• Responsiveness and cross-functional collaboration scores (internal feedback).

• 3-7 years of experience in channel sales, indirect sales, partner management, or business development—preferably within telecommunications, wireless…