Channel Director

CallTower•Rochester, NY

1d•Onsite

About The Position

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.

Requirements

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, 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

Nice To Haves

Strong closing and negotiating skills
Strong communication and presentation skills for large and small audiences

Responsibilities

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
Understand what is required to successfully build a channel
Knows how to sell Cloud Services, specifically Unified Communications & Hosted VoIP, to enterprise customers.
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
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
Stay 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