Director of Sales, IT Channel
About The Position
As Director of Sales – IT Channel for Omada by TP-Link, you will lead the strategy, execution, and growth of our IT channel business across assigned territories and partner ecosystems. You will be responsible for driving revenue growth, expanding channel footprint, and strengthening executive-level relationships with key distribution and reseller partners. You will lead both direct and indirect sales efforts, shaping go-to-market strategies, enabling partner success, and ensuring alignment between sales, marketing, and product teams to accelerate business outcomes. This role requires a strong leader with deep channel expertise, a consultative sales approach, and a proven track record of scaling IT networking or infrastructure businesses through distribution and reseller ecosystems.
Requirements
- 10+ years of progressive experience in IT channel sales, distribution, or enterprise networking sales, with at least 3+ years in a leadership role.
- Proven success in building and scaling IT channel businesses in networking, infrastructure, or related technology sectors.
- Strong understanding of two-tier and multi-tier channel models, including distributor and VAR ecosystems.
- Demonstrated ability to lead teams and influence cross-functional stakeholders in a matrix organization.
- Strong track record of exceeding revenue targets and driving consistent year-over-year growth.
- Experience with strategic account planning, solution selling, and consultative enterprise sales.
- Strong business acumen with the ability to translate technology solutions into customer and partner value.
- Excellent negotiation, communication, and executive presentation skills.
- Ability to develop and execute data-driven channel strategies, including forecasting and performance analysis.
- Bachelor’s degree in Business, Engineering, or related field preferred (MBA a plus).
Responsibilities
- Own and drive regional/channel sales strategy for IT networking solutions, ensuring consistent revenue growth and market expansion for Omada by TP-Link.
- Lead, coach, and develop a high-performing channel sales team (direct reports and/or extended partner-facing teams).
- Build and strengthen executive-level relationships with key distributors, VARs, and strategic IT channel partners.
- Define and execute channel development plans, including partner segmentation, recruitment, enablement, and performance management.
- Identify, develop, and close high-value channel opportunities across enterprise and SMB IT networking segments.
- Oversee pipeline generation, forecasting accuracy, and sales performance across assigned regions and partner accounts.
- Collaborate with marketing to design and execute channel programs, incentives, and demand generation initiatives.
- Partner with product and engineering teams to communicate market needs, competitive insights, and channel feedback.
- Lead strategic negotiations with key accounts to establish long-term, profitable partnerships.
- Ensure alignment across sales operations, logistics, finance, and marketing to support channel execution and partner success.
- Analyze market trends, competitive landscape, and channel performance to adjust strategy and maximize market share.
- Represent TP-Link at executive meetings, industry events, and trade shows as a senior commercial leader.
- Drive adoption of Omada solutions through training, enablement, and strategic partner engagement.
Benefits
- Fully paid medical, dental, and vision insurance (partial premium coverage for dependents)
- Contributions to 401k funds
- Bi-annual reviews, and annual pay increases
- Health and wellness benefits, including free gym membership
- Quarterly team-building events
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What This Job Offers
Job Type
Full-time
Career Level
Director
