Channel Sales Manager

First Orion • North Little Rock, AR

2d • Hybrid

About The Position

We are looking for a strategic Channel Sales Manager to join our rapidly growing company, focused on developing and driving revenue through channel partners and resellers. There is a huge market potential for our proprietary, game-changing, high-value branded calling solution, and we need a high-energy, motivated channel manager to help us grab this opportunity. A Channel Sales Manager is responsible for generating additional demands through partner events; studying the market for newer trends; managing channel conflicts and fostering relationships between channel partners and sellers. Reporting to the Vice President of Partnerships & Strategy, this individual will be responsible for generating demand with new channel partners as well as managing select partners. This position will be responsible for executing all aspects of business relationships including sourcing, recruiting, qualifying, onboarding, training, pipeline reporting, and win/loss reporting.

Requirements

• 5+ years of proven success in Channel Sales
• Proven ability to create and execute successful channel strategies that will support revenue growth
• Ability to think strategically and manage complex projects and partnerships, taking calculated risks for the advancement of the business
• Ability to build and convey compelling value to create opportunities through channel relationships
• Excellent presentation and communication skills
• Strong track record of building and maintaining executive-level channel relationships
• Able to extract, analyze, and draw actionable insights from multiple sources and departments
• Strong understanding of successful pipeline management
• Enjoy a fast-paced environment and be comfortable with change
• A sense of humor and passion for people
• Must be a strong team player/collaborator
• Experience working in the communications ecosystema plus, specifically CPaas, UCaaS, and CCaaS

Nice To Haves

• BA/BS degree
• Experience in the telecommunications industry a plus

Responsibilities

• Identify, recruit, onboard, enable and grow new key partners/resellers within assigned territory.
• Independently and creatively source qualified leads and prospects for effective new partners/resellers.
• Manage the effective and rapid movement of partners through the sales process, including qualification of prospects; assessment of potential partner needs; presentation of First Orion solutions; and expeditious closing of business
• Develop and execute a territory plan to maximize revenue and provide accurate and timely information and revenue forecasts
• Pipeline development with partners/resellers
• Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Achieve and exceed assigned targets for profitable sales volume and strategic objectives through relationships with Partners/Resellers
• Proactively maintain ongoing knowledge of the industry, existing and target channel partner accounts, & competitive landscape
• Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting)
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Ensure partner compliance with mutually defined expectations
• Connect and participate in industry forums or groups to stay on the leading edge of the industry and share best practices
• Works with the appropriate internal teams to ensure successful processing of new orders associated with channel partners and their respective customers
• Attends company events as needed: Trade Shows, Company meetings, Special Events, etc.
• Develops resellers to become increasingly self-sufficient in First Orion products/services.
• Drive change process in collaboration with internal stakeholders to ensure execution of channel experience to drive continuous improvement
• Lead by example by exemplifying our Culture Cornerstones of People First, Trust and Transparency, Innovation and Make It Happen.
• Travel approximately 25%, as required.

Benefits

• open PTO
• company paid holidays
• Flex Fridays
• flexible work arrangements
• state-of-the-art fitness center
• generous health and dental/vision options
• retirement plans
• learning and development programs
• career path frameworks
• tuition reimbursement
• company options
• bonus potential

What This Job Offers

• Job Type: Full-time
• Career Level: Senior