Channel Sales Director

EF Johnson Technologies•Irving, TX

14h•Remote

About The Position

The Channel Sales Director is accountable for building, scaling, and monetizing Indirect Channel business, including the sale of indirect radios and indirect systems within an assigned manufacturer representative (MR) territory. This role leads the strategy, performance, and operational excellence of manufacturer’s representatives, dealers, and reseller partners to consistently grow revenue, expand recurring services, and increase market share. This role is focused on driving revenue growth and market penetration for mission-critical communications solutions used by first responders and government agencies. This position owns channel revenue forecasting, MR and partner contracts, execution governance, and cross-functional collaboration with Regional Leadership, Sales Operations, Order Administration, Legal, Marketing Communications, and Product Management to ensure forecast accuracy, pipeline velocity, partner compliance, and customer satisfaction. This role is remote.

Requirements

Bachelor's degree required and MBA preferred.
Understanding of the wireless/LMR industry preferred
5+ years of increasing responsibility managing indirect channels, including experience with both reseller and agent relationships.
Experience in contract development and administration.
Highly analytical background with both marketing and finance capabilities.
Superior communications skills, both verbal and in writing, in presenting complex technical and business issues internally and within the customer's organization.
Ability to listen, discover, and capture requirements from partners on both strategic and tactical levels.
Skilled in leading, creating, and developing a positive team environment.
Effective organization and planning of indirect sales programs within the region and communication across functional lines.

Responsibilities

Meet/exceed channel sales orders quota and revenue plans through opportunities creation with MRs and Dealers, working both autonomously and with the regional team.
Plan, direct, train, and coordinate partner organizations engaged in the sale and promotion of designated Company products within those assigned MR and Dealer organizations.
Work in an agile sales organization structure, collaborate with cross-functional teams—including Director Strategic Systems, Channels Systems Sales Manager, Manufacturer Representatives (MRs), dealers/local service partners (LSPs), regional sales team, engineering, capture management, products, operations, and marketing— to address challenges and maximize opportunity success for ATLAS, Kairos systems and Viking radio sales in market.
Serve as the primary point of contact for assigned channel partners, fostering long-term relationships built on trust, performance, and accountability.
Conduct on-site visits with dealer organizations to determine competitive activity within the area covered, review the status of current sales to resolve problems, and ensure that marketing goals are achieved.
Drive channel-sourced revenue by supporting partner-led sales efforts, pipeline development, and opportunity execution.
Collaborate with channel partners on territory planning, account strategies, and multi-year agency relationships.
Consult with other departments to resolve problems and coordinate efforts.
Cross-functional execution, working on strategic systems and channel systems sales opportunities to advance sales opportunities to contracts.
Oversee the sales efforts of the partners for all P25 subscriber products. Involving contact with dealers and customers.
Monitor partner performance, identify gaps, and implement corrective action plans where needed.
Act as a subject matter expert on Public Safety P25-compliant solutions and accessories.
Develop and coordinate advertising, sales training, and sales promotional activity within the region to promote the sale of Company products, including trade show preparation and attendance.
Project future business activity and participate in the development of the marketing plan covering the assigned product group, and for its implementation within the region.
Develop, implement, and manage account plans for existing customers to manage aftermarket sales.
Prepare sales reports and analyze and interpret variations in sales forecasts, quotas, and actual sales.
Plan and conduct periodic sales meetings to educate, train, and stimulate sales production.
Support channel partners with demonstrations, trials, and proof-of-concept for public safety customers.
Deal with product availability problems and find creative solutions to problems; Interfaces with R & D and Service to resolve technical problems.
Partner with internal sales, engineering, product management, marketing, and support teams to deliver best-in-class public safety solutions.
Assist other members of the regional sales team to advance the company's total systems and product sales.
Provide voice-of-the-customer insights to inform product roadmap, competitive positioning, and go-to-market strategies.
Ensure compliance with company policies, ethical standards, and government-related regulations.
Ability to work the required hours of the position, including up to 75% overnight travel with periods of week-long absences when preparing bid responses or attending shows and seminars.
Complete other duties as assigned.
Agree to abide by the established Approval Matrix.