Senior Channel Director

Transaction Network Services•New York, MA

9d•$125,000 - $140,000•Remote

About The Position

Transaction Network Services (TNS) is hiring a channel sales leader to build and grow its partner ecosystem across the Eastern United States and generate enterprise revenue through strategic channel relationships. This is a revenue-creation role focused on developing partner-generated pipeline and closing business, rather than simply managing existing partner relationships. The position is remote, with regular travel to partners and customers throughout the territory. The role promotes TNS’s Enterprise Branded Communications portfolio, which helps enterprises protect telephone numbers against spoofing and impersonation, authenticate legitimate calls, display trusted calling names and logos, monitor telephone-number reputation, and identify spam-labeling or reputation issues. Customers include organizations in banking and financial services, healthcare, retail, utilities, travel, contact centers, and other high-volume calling environments. The successful candidate will recruit and activate partners, develop relationships across partner organizations, create demand through joint prospecting and educational activities, participate in enterprise customer meetings, and work with TNS enterprise sales resources to advance opportunities through closing. Performance is measured by partner-sourced revenue and pipeline, productive partners, new enterprise opportunities, partner engagement, opportunity progression, and achievement of revenue targets.

Requirements

At least 5 years of technology, SaaS, telecom, cloud, cybersecurity, or communications sales experience.
At least 3 years of channel, partner, or indirect-sales experience.
Demonstrated success generating revenue through partners.
Strong understanding of the technology-channel ecosystem.
Experience building executive- and seller-level partner relationships.
Proven ability to develop pipeline rather than simply manage existing relationships.
Strong presentation and customer-facing communication skills.
Ability to independently manage a large geographic territory.
Comfort working in a fast-moving, entrepreneurial sales environment.
Ability and willingness to travel throughout the Eastern United States.

Nice To Haves

Experience working with or selling through Technology Services Distributors.
Experience working with or selling through MSPs.
Experience working with or selling through VARs.
Experience working with or selling through telecom agents and technology advisors.
Experience working with or selling through UCaaS providers.
Experience working with or selling through CCaaS providers.
Experience working with or selling through contact-center technology partners.
Experience working with or selling through cybersecurity partners.
Experience working with or selling through cloud communications providers.
Experience working with or selling through enterprise communications consultants.
Existing relationships within the East Coast technology-channel ecosystem.

Responsibilities

Develop and expand relationships with technology services distributors, technology advisors, MSPs, VARs, telecom consultants, and strategic technology partners throughout the Eastern United States.
Identify partners with the customer base, technical capabilities, and sales organization to generate enterprise opportunities.
Work with partners to identify target accounts, create joint account strategies, initiate customer conversations, and develop qualified enterprise pipeline.
Activate existing partners by building relationships with their sales representatives, channel managers, engineers, and leadership teams.
Educate partners about TNS offerings and how to introduce them into customer conversations and sales opportunities.
Create partner-led prospecting campaigns, account-mapping strategies, customer workshops, executive introductions, and educational programs.
Participate in enterprise customer meetings with partners, uncover customer challenges, and work with TNS sales resources to advance opportunities from initial conversation through close.
Build relationships throughout partner organizations, including sales, sales engineering, leadership, marketing, customer success, enterprise account executives, and regional sales leadership.
Represent TNS at partner events, regional conferences, customer meetings, sales kickoffs, technology events, and industry gatherings.
Develop as a recognized resource for partners on enterprise voice trust, calling authentication, spoof protection, and telephone-number reputation.
Meet performance goals for partner-sourced recurring revenue and qualified pipeline, net-new enterprise opportunities, productive and newly recruited partners, growth within strategic partners, seller engagement, joint customer meetings, pipeline progression, and quarterly and annual revenue.