Senior Channel Manager

Fusion Connect

1d•Remote

About The Position

At Fusion Connect, we’re not just offering jobs — we’re building careers that empower, inspire, and grow with you. If you're passionate about making an impact, collaborating with forward-thinking teams, and being part of a company that values your voice, you’re in the right place. We’re thrilled you’re exploring this opportunity with us — take a look, imagine the possibilities, and let’s shape the future of connectivity together. Summary: The Senior Channel Manager will manage all business development aspects of Fusion’s Agents, with a primary focus on sales revenue and lead generation. The role balances recruiting, sales support, agent management, and sales training with the focus of growing the sales funnel. They will obtain business and serves current partners by evaluating competition; establishing and meeting sales revenue objectives; managing sales presentations; building and expanding accounts; leading agent sales force.

Requirements

Manage all business development aspects of Fusion’s Agents
Primary focus on sales revenue and lead generation
Balances recruiting, sales support, agent management, and sales training
Growing the sales funnel
Obtain business and serves current partners
Evaluating competition
Establishing and meeting sales revenue objectives
Managing sales presentations
Building and expanding accounts
Leading agent sales force
Forecasting accurately and at a level that meets/exceeds sales quota
Controls expenditures
Initiating corrective actions
Analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.
Tracking industry news and trends
Analyzing, discovering gaps in current products, service, pricing and making appropriate recommendations
Analyzing customers' needs and requests
Coordination of quoting using tools, systems, and quote teams
Coordination of special pricing and proposal activities.
Communication and mitigation of commissions payable to channel partners
Understanding customer base and product offerings
Forecasting the sales environment and expected regional sales volume and profit for existing and new products/services
Analyzing costs
Developing regional sales strategies, and account penetration objectives in line with organizational sales objectives
Evaluating accounts
Monitoring costs, competition, and supply and demand
Evaluating potential customer goals and needs
Preparing sales to call and escalation guidelines
Supporting and participating in sales calls and demonstrations
Approving sales literature
Organizing sales teams
Approving proposals and requests for proposals (RFPs) and requests for information (RFIs)
Making key sales presentations
Participating in product expositions
Maintaining rapport with key corporate executives
Studying account needs
Coordination and introduction of account management teams for oversight of renewal and upsell activity.
Development of account plans and preferred vendor relationships
Assuring compliance with customer needs and expectations
Oversight and escalations of installations with operations department
Escalating to sales managers, agents and customers or order status
Building and maintaining rapport with key customers
Identifying new customer opportunities
Analyzing sales and account activity, call reports, customer service actions and collection reports
Collecting, analyzing, and summarizing sales and expense data and trends
Performing Quarterly Business Reviews, Business Plans, and partner contract compliance
Determining and assigning accountabilities
Communicating and enforcing values, policies, procedures, and job expectations
Implementing recruitment, selection, orientation, training, coaching, counseling, disciplinary, and communication programs
Planning, monitoring, appraising, and reviewing job contributions
Planning and executing compensation strategies
Creating career development opportunities
Participating in educational opportunities
Reading professional publications
Maintaining personal networks
Participating in professional organizations
Benchmarking state-of-the-art practices

Responsibilities

Achieves sales operational objectives by contributing sales information, analysis, and recommendations to meet/exceed sales quotas; implementing sales programs; implementing productivity, quality and customer-service standards; identifying and resolving problems; coordinating audits; identifying trends; determining sales system improvements; implementing change
Meets specific sales objectives by forecasting accurately and at a level that meets/exceeds sales quota; controls expenditures; initiating corrective actions
Evaluates area competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracking industry news and trends
Recommends products, services, and pricing by evaluating competitive developments; analyzing, discovering gaps in current products, service, pricing and making appropriate recommendations; analyzing customers' needs and requests
Coordination of quoting using tools, systems, and quote teams as well as coordination of special pricing and proposal activities.
Communication and mitigation of commissions payable to channel partners when necessary.
Manages sales agents resulting in the establishment and achievement of regional revenue and sales objectives by understanding customer base and product offerings; building and expanding accounts; forecasting the sales environment and expected regional sales volume and profit for existing and new products/services; analyzing costs; developing regional sales strategies, and account penetration objectives in line with organizational sales objectives; evaluating accounts
Recommends regional adjustments in selling prices by monitoring costs, competition, and supply and demand
Manages regional sales presentations by evaluating potential customer goals and needs; preparing sales to call and escalation guidelines; supporting and participating in sales calls and demonstrations; approving sales literature; organizing sales teams; approving proposals and requests for proposals (RFPs) and requests for information (RFIs); making key sales presentations; participating in product expositions
Maintains customer service, loyalty, and expands regional customer base by maintaining rapport with key corporate executives; studying account needs; coordination and introduction of account management teams for oversight of renewal and upsell activity. ; Development of account plans and preferred vendor relationships; assuring compliance with customer needs and expectations; oversight and escalations of installations with operations department; escalating to sales managers, agents and customers or order status; building and maintaining rapport with key customers; identifying new customer opportunities
Monitor sales results and provides sales management information by analyzing sales and account activity, call reports, customer service actions and collection reports; collecting, analyzing, and summarizing sales and expense data and trends
Performing Quarterly Business Reviews, Business Plans, and partner contract compliance as needed.
Accomplishes sales management and human resource strategies with regional sales agents by determining and assigning accountabilities; communicating and enforcing values, policies, procedures, and job expectations; implementing recruitment, selection, orientation, training, coaching, counseling, disciplinary, and communication programs; planning, monitoring, appraising, and reviewing job contributions; planning and executing compensation strategies; creating career development opportunities
Updates job knowledge and skill by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; benchmarking state-of-the-art practices
Drives to customers sites and partner locations for training and coaching or provides training via webinars remotely