Channel Director

At Convergence Group, we’ve spent 20+ years powering some of the UK’s most complex networks - and we’re growing fast. We’re looking for a Channel Director who can deepen relationships with our existing channel partners and win new business alongside them across WAN, LAN, Wi-Fi and Security.

Your primary client is the channel partner. You’ll take commercial ownership of our existing partner relationships, combining joint prospecting with long-term growth. You’ll understand each partner’s business, help them uncover opportunities and stay actively involved in winning them, while nurturing the relationship and expanding the services they take to market. This is a hands-on commercial role: growing our existing partner portfolio, hunting with partners and earning their confidence through consistent support and results.

You’ll bring Account Director-level relationship ownership and commercial judgement to a channel growth remit.

• Grow existing partners
  : identify opportunities within our established Tier 1 channel relationships, VARs, MSPs, distributors and systems integrators.
• Own partner relationships
  : build trust with partner sales teams, leadership and C-level sponsors; agree joint plans covering target customers, pipeline and growth.
• Hunt together
  : map prospect accounts, identify gaps in partners’ customer portfolios and create opportunities through joint outreach, campaigns and meetings.
• Help partners win
  : articulate our value proposition to partners and enterprise decision-makers; coordinate discovery, solution design, bids and negotiations with pre-sales and Commercial.
• Enable and develop
  : coach existing partners’ sales teams to position our services, expand their use of our portfolio and turn joint opportunities into wins and repeat business.
• Nurture the partnership
  : meet partners on site, lead regular reviews, coordinate service delivery and resolve issues while expanding our share of their business.
• Protect trust and profitability
  : agree clear opportunity ownership, manage potential channel conflict and deliver partner-led revenue and gross-margin targets.
• Own the forecast
  : maintain accurate partner plans and CRM records, track joint opportunities and prioritise partners with demonstrable growth potential.

• 5+ years of sales experience in telecoms, data centres or IT services, with a proven record of senior channel account ownership and growth
• Evidence of developing existing channel relationships, winning enterprise opportunities alongside partners and growing repeat business over time
• Strong understanding of partner economics, market trends and WAN solutions including MPLS, SD-WAN, VPNs and Ethernet, alongside LAN, Wi-Fi and Security
• Credibility with C-level stakeholders, strong negotiation and conflict-resolution skills, and the ability to coach partner teams and coordinate internal specialists
• Analytical judgement to qualify opportunities, refine joint plans and deliver profitable growth, with disciplined CRM management and accurate forecasting

The pace and intensity are higher than most environments in our sector. The workload is typically around 30% greater than many people will have experienced elsewhere
-not because we are chaotic, but because we are ambitious and constantly building. We grow organically and through acquisition, continuously integrating, improving and raising the bar. The landscape evolves, priorities shift, and expectations rise. If you prefer a predictable, static environment, this probably won’t feel comfortable. If you are energised by growth, movement and high standards, it can be deeply rewarding.

Your strengths will have a bigger platform here
-a…