Channel Director

Description

The Channel Director is responsible for the development of the indirect sales channel and bookings/revenues in a specific territory by working closely with the company’s channel partners. Develop and maintain business relationships with key channel partners in the assigned region including system integrators, telecom consultants, and value-added resellers (VARs) to ensure that Call Tower has a well-established and scalable route to market by getting “more feet on the street”.

Continuously recruit new partners in the region and/or on a nationwide basis. Must meet or exceed channel sales bookings/revenue, channel sales profitability, new customer acquisition, and customer satisfaction goals. Candidate will interact with internal Sales Engineers, Executive Management, Project Management, Telco, Technology and Client Services Teams.

• Must keep up to date with technology related to the solutions we sell and communicate it to the Channel
• Work with the CRO & members to exceed bookings of $14,000 a month (after 90-day ramp-up)
• Communicate with ALL teams (technology, project management, marketing, client services, executive team, etc.)
• Support partners by assisting in submitting orders internally with correct paperwork in a timely manner
• Provide weekly sales funnel reports to the Chief Revenue Officer
• Update their job knowledge by participating in educational opportunities; reading professional publications; maintaining
• personal networks; participating in professional organizations
• Understands what is required to successfully build a channel Knows how to sell Cloud Services, specifically Unified Communications & Hosted VoIP, to enterprise customers.
• Strong closing and negotiating skills
• Strong communication and presentation skills for large and small audiences Identify and on-board new channel partners
• Set commitments and objectives with channel partners that are in line with the region’s goals
• Provide detailed and accurate sales forecasts for each channel partner using the company’s CRM tool
• Knows how to translate product features into benefits that solve real enterprise customer problems
• Able to articulate a unique value proposition to various levels within a customer organization
• Follow the established sales processes of Call Tower, and effectively utilize the sales resources provided
• Effectively maintain and keep current customer/channel partner information and sales opportunities in the company’s CRM system Provide regional lunch-and-learns for channel partners
• Stays current on competitive intelligence with customers to create case studies
• Perform other duties as assigned; travel will be required within the region
• Identifies and engages with key industry events and trade shows

• Bachelor’s Degree or 6+ years of relevant work experience
• Minimum of seven years’ channel sales experience in related industries
• Personal computer, facsimile, photocopier, Microsoft Word, Excel, PowerPoint, Proactive, collaborative, leader, ambitious, creative problem solver, analytical, versatile, and “thrives under pressure” are words that describe you
• Creative and strategic thinker with strength in carrying that creativity and strategy into bookings/revenue
• Ability to understand a changing market along with strength in listening to customers, partners & industry leaders to have significant impact on product design, timing of product updates & new products launch
• Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding and changing customer base
• Ability to grasp and translate complex technical features into benefits and selling points
• Experience working closely within the sales organization with a strong affinity for success
• Strong collaboration skills and ability to…