Sr. Channel Manager

Uniti

About The Position

As a Channel Manager, you will lead the strategy and day-to-day operations of our channel partnerships. You will utilize a strong understanding of the telecommunications’ landscape to navigate both complex business relationships and the technical requirements for implementing channel partners. The Channel Manager seeks, qualifies, trains and manages sales agents to become consistent revenue producers for Uniti Solutions. The Channel Manager position is perfect for an ambitious, motivated leader with an entrepreneurial mindset, energy and confidence.

Requirements

4 to 8 years of experience, co-selling (sell through model) with agents and partners & managing funnels and forecast effectively in this model.
5+ years of new logo opportunity generation experience in a co-selling model in Cloud/SaaS/Managed services experience.
Experience developing agents to bring multi-tower solutions that include managed SDWAN/UCaaS/CCaaS/Security.
Demonstrated accountability of funnel progression & forecasting efforts managed through agents.
5+ years of experience selling multi-tower solutions across industries like Retail/Retail like, Health care, financial, insurance, non-profit etc.
Experience selling cloud solutions like UCaaS and CCaaS, leading with assessment and solving business problems.
Sophisticated decision-making skills in resolving complex challenges involving trade-offs between revenue opportunities, resource availability, and overarching strategic objectives
Effective communications skills, including the ability to work directly with executives at other companies with polish and professionalism.
Conflict resolution skills that can be well applied to solving channel conflicts.
Demonstrated ability and strong desire to operate in a team environment
College Degree and 4-8 years professional level job related experience outside, direct sales experience; or 8-12 years professional level equivalent related experience; or equivalent combination of education and experience. This is a safety sensitive position.

Responsibilities

Manages channel sales agents to perform at a level of sales at or above quota
Carries a mid-level MMF sales quota
Meets with prospective candidates and qualify them to become sales agents
Coaches and educates sales agents, face to face, regarding Uniti’s products, processes and procedures to improve their productivity and results
Attends sales calls with end users to qualify and present Uniti solutions
Collaborate with sales agents to qualify and strategize prospective Uniti sales opportunities
Collaborate with sales agents to provide complete and accurate sales packages
Interfaces with multiple departments to ensure delivery of services and ongoing sales agent and customer satisfaction
Prepares agent and customer sales proposals and is proficient in meeting sales profitability goals on a per deal basis
Establish and maintain a strategy to expand and support the company's vision of serving as the platform of record for channel partners.