Channel Manager

Title: Channel Manager

Position Overview:

The Channel Manager is responsible for selling company’s products and services to enterprise and service providers customers primarily though developing, maintaining, and expanding relationships with channel partners in assigned territory based on geography, channel, or market. The Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. The right individual will have experience selling technology solutions such at networking, data center and data center connectivity, cloud, etc. The Channel Manager reports to the Vice President of Sales, Optical Network Solutions


  • Meet all assigned sales revenue and booking targets
  • Establish productive, professional relationships with key personnel in assigned channel partner accounts
  • Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations
  • Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assess, clarify, and validate partner needs on an ongoing basis
  • Sell through partner organizations to end users in coordination with partner sales resources
  • Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
  • Ensure partner compliance with partner agreements
  • Drive adoption of company programs among assigned partners
  • Utilize a CRM system to keep activity, funnel, and forecast up to date on a daily/weekly/monthly/quarterly basis


  • A track record of exceeding direct and indirect sales quota; managing strategic partnerships; cultivating new territories and partnerships
  • 5-8 years direct and indirect selling experience in high tech environment, preferably for a managed services or cloud provider. Must demonstrate a comfort level and knowledge of networking services and technologies within the telecom market
  • A creative thinker, problem solver, possesses a winning attitude; goal-oriented and highly motivated by the sale
  • An entrepreneurial spirit; enjoys an autonomous work environment and taking charge of his/her business
  • Comfortable working at the C-level to advance company’s value proposition and overall strategic relationships with partners
  • Working knowledge of CRM systems such as, MS Dynamics or similar
  • Working knowledge of MS Office software suite
  • Strong organizational skills
  • A Bachelor’s degree