The posting
Job Summary:
As a Channel Sales Manager, you will develop and grow strategic channel partnerships that drive revenue through indirect sales channels. You will recruit, support, and collaborate with partners to identify opportunities, expand market presence, and deliver business solutions that meet customer needs. You will work closely with internal teams to achieve sales objectives, strengthen partner relationships, and represent Midco in the marketplace while upholding Midco's mission, vision, values, and business standards.
The hiring location for this role is within our Midco footprint of South Dakota, North Dakota, Minnesota, Kansas or Wisconsin.
Responsibilities:
- Maintain expertise on Midco's products, services, pricing, promotions, and go-to-market strategies to effectively support and enable channel partners in identifying and delivering business solutions that meet customer needs.
- Develop, recruit, onboard, and manage a portfolio of channel partners, master agents, sub-agents, and strategic referral partners to expand indirect sales presence and drive revenue growth.
- Build and maintain strong relationships with channel partners through regular business reviews, strategic planning sessions, sales engagement activities, and ongoing communication.
- Educate and enable channel partners through training, coaching, and sales support to ensure a thorough understanding of products, sales processes, operational procedures, and customer value propositions.
- Collaborate with channel partners to identify, develop, and close sales opportunities while managing assigned opportunities, maintaining accurate pipeline information, and serving as the primary point of contact throughout the sales cycle.
- Develop and execute channel growth strategies designed to increase partner productivity, market penetration, customer acquisition, and recurring revenue growth.
- Own channel revenue performance through partner growth plans, forecasting, key performance indicator tracking, and implementation of corrective actions necessary to achieve or exceed assigned sales and revenue objectives.
- Prepare, analyze, and communicate channel sales performance, pipeline activity, revenue forecasts, market trends, and partner productivity metrics relative to business goals and objectives.
- Coordinate efforts with cross-functional teams to ensure successful implementation, customer support, and ongoing partner success.
- Advocate for channel partner needs and provide feedback regarding market conditions, competitive activity, product enhancements, and operational improvements to support overall channel strategy.
- Develop and implement channel programs, promotions, incentives, and best practices that contribute to partner engagement, revenue growth, and overall channel success.
- Ensure channel partners adhere to applicable policies, procedures, contractual obligations, and brand standards.
- Represent Midco at partner events, industry associations, trade shows, and community functions to strengthen relationships, promote business solutions, and identify new business opportunities.
- Model Midco’s mission, vision, values, ethos, and Leadership Success Drivers, and inspire others to do the same.
- Ensure customer privacy by adhering to Midco’s privacy guidelines while actively following Midco policies and procedures.
- Maintain regular attendance to be available for your team and as required by your position
- Perform other duties as assigned.
Note: Management reserves the right to assign or reassign functions and responsibilities to this job description at any time.
Required Qualifications:
- Bachelor’s degree in Business, Marketing, Telecommunications, or related field or equivalent work experience.
- 5+ years of telecommunications sales, channel management, or business development experience.
- Experience working with: Master Agents, Telecom Brokers, Indirect sales Programs
- Proven track record of exceeding revenue goals.
- Strong presentation, negotiation, and relationship-management skills.
- Experience using Salesforce, Microsoft Dynamics, or similar CRM platforms.
The base salary range for this position is $100,000-$135,000. The actual base salary offered will be determined based on multiple factors including internal equity, location, and the individual’s job-related knowledge, skills and experience. In addition, this role is eligible to participate in a sales incentive plan. The total target compensation range (base salary plus target incentive) for this position is $150,000-$185,000, with the opportunity to earn more for individuals who exceed their sales goals.
Work Environment:
- Work is performed in a variety of settings, including office, customer, partner, and community environments.
- Regular interaction with internal and external stakeholders occurs through in-person, virtual, and telephone communication.
- Environmental conditions and noise levels may vary depending on work location and business activities.
- Work may require attendance at meetings, events, conferences, or other business-related functions.
- Work schedules may occasionally vary based on business needs, customer commitments, or organizational priorities.
Physical Demands:
- May occasionally be required to reach with hands and arms, stoop, kneel, or crouch.
- May be required to remain in a seated position for extended periods.
- May occasionally lift or move items such as materials, equipment, or supplies.
- Heavy keyboard/mouse usage required with repetitive movements.
- Travel between work locations may require operating a motor vehicle and spending extended periods of time in transit.
Mental Demands:
- Strong analytical skills to evaluate information, identify trends, and support informed decision-making.
- High level of attention to detail to ensure accuracy in work activities, documentation, and communications.
- Critical thinking skills to assess situations, evaluate impacts, and develop effective solutions.
- Capacity to make sound decisions while balancing competing priorities and organizational objectives.
- Ability to manage multiple projects, priorities, and deadlines simultaneously in a fast-paced environment.
- Excellent verbal and written communication skills to convey information clearly and effectively to diverse audiences.
- Strong organizational and time management skills to prioritize work and adapt to changing business needs.
- Flexibility to adjust to changing circumstances, evolving priorities, and new processes or technologies.
- Ability to interpret and apply information from multiple sources to support business decisions and achieve desired outcomes.
- Strong interpersonal skills to build relationships, collaborate effectively, and influence positive outcomes.
- Ability to manage stress and maintain professionalism and composure in demanding situations.
