Channel Director

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 CallTower 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.

Duties:

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 CallTower, 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

Skills/Qualifications: 

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 work across all departments and levels

Ownership mentality of role and projects

Track record in successfully meeting deadlines while handling multiple projects

Significant experience working in rapid growth, technology startups

Experience with a range of sales methodologies and sales funnel management process

Experience with a range of CRM tools

Must have the ability to generate and close proposals

Requires excellent one-on one and group presentation and facilitation skills

Aspire to listen, collaborate, have fun, be tenacious, support employees’ to continually improve, be known for our expertise, and grow as an organization

Excellent verbal/written communication skills as well as strong interpersonal skills and relationship building are a must Questioning and feedback skills, customer service orientation and commitment to quality, responsibility, high work standards and initiatives

Solid project and time management skills

Computer competence and the ability to use software effectively

Ability to prioritize and organize workflow

Ability to ask the right questions to understand true business needs

Manage multiple priorities in a fast-paced environment so that company efficiency and productivity standards are met

Expert knowledge of Telecom, Hosted/Cloud and IT services Ability to work independently and to motivate self

Ability to establish a professional and collaborative working relationship within CallTower departments

Willingness to work flexible hours and overtime during peak business flow