Telecom Channel Chief

Unity Communications•Gilbert, AZ

2d•Remote

About The Position

The Channel Chief is the senior executive accountable for Unity’s indirect sales, partner ecosystem, and channel program structure. This leader builds and runs the strategy through which resellers, MSPs, EOR providers, distributors, and alliance partners bring Unity’s services to market, and represents the partner voice at the executive table. The role leads channel strategy and partner relationships, tracks performance, develops enablement and incentive programs, resolves channel conflicts, advocates for partners with executive leadership, governs program policies, and leads partner management, channel marketing, and partner operations teams across regions.

Requirements

At least 10 years in channel, alliances, or partner sales leadership.
At least 5 years at director level or above.
Proven track record building or scaling a partner program in BPO, outsourcing, telecom, or managed services.
Demonstrated ownership of a channel revenue target and results against it.
Experience managing channel conflict and structuring partner compensation.
Strong executive presence and ability to negotiate and communicate with senior leaders at partners and clients.
Experience working with distributed teams and partners across the US, Latin America, Asia, and Europe.
Working knowledge of PRM and CRM platforms, such as HubSpot, and partner analytics.
Bachelor’s degree in business or a related field.

Nice To Haves

MBA preferred.

Responsibilities

Define and direct the channel go-to-market strategy, including partner selection, tiering, and partnership terms.
Build and maintain relationships with VARs, MSPs, EOR providers, distributors, telecom carriers, and alliance partners.
Monitor partner sales volume, deal registrations, pipeline contribution, and engagement, and report results to executive leadership.
Own partner training, certification, commission and incentive frameworks, and co-marketing resources.
Mediate channel conflict between direct sales and indirect partners, and among partners pursuing the same opportunity.
Champion partner investment, resourcing, and priorities with the CEO, COO, and broader leadership team.
Maintain partner agreements, deal registration rules, and program policies in collaboration with Legal and Finance.
Hire, develop, and lead the partner management, channel marketing, and partner operations team across regions.