Job description

We are looking for a strategic Channel Sales Manager to join our rapidly growing company, focused on developing and driving revenue through channel partners and resellers. There is a huge market potential for our proprietary, game-changing, high-value branded calling solution, and we need a high-energy, motivated channel manager to help us grab this opportunity. A Channel Sales Manager is responsible for generating additional demands through partner events; studying the market for newer trends; managing channel conflicts and fostering relationships between channel partners and sellers. What you’ll be doing: Reporting to the Vice President of Partnerships & Strategy, this individual will be responsible for generating demand with new channel partners as well as managing select partners. This position will be responsible for executing all aspects of business relationships including sourcing, recruiting, qualifying, onboarding, training, pipeline reporting, and win/loss reporting. In this role, you will: Identify, recruit, onboard, enable and grow new key partners/resellers within assigned territory. Independently and creatively source qualified leads and prospects for effective new partners/resellers. Manage the effective and rapid movement of partners through the sales process, including qualification of prospects; assessment of potential partner needs; presentation of First Orion solutions; and expeditious closing of business Develop and execute a territory plan to maximize revenue and provide accurate and timely information and revenue forecasts Pipeline development with partners/resellers Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement Achieve and exceed assigned targets for profitable sales volume and strategic objectives through relationships with Partners/Resellers Proactively maintain ongoing knowledge of the industry, existing and target channel partner accounts, & competitive landscape Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting) Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship Ensure partner compliance with mutually defined expectations Connect and participate in industry forums or groups to stay on the leading edge of the industry and share best practices Works with the appropriate internal teams to ensure successful processing of new orders associated with channel partners and their respective customers Attends company events as needed: Trade Shows, Company meetings, Special Events, etc. Develops resellers to become increasingly self-sufficient in First Orion products/services. Drive change process in collaboration with internal stakeholders to ensure execution of channel experience to drive continuous improvement Lead by example by exemplifying our Culture Cornerstones of People First, Trust and Transparency, Innovation and Make It Happen. Travel approximately 25%, as required. What you’ll need: 5 years of proven success in Channel Sales Proven ability to create and execute successful channel strategies that will support revenue growth Ability to think strategically and manage complex projects and partnerships, taking calculated risks for the advancement of the business Ability to build and convey compelling value to create opportunities through channel relationships Excellent presentation and communication skills Strong track record of building and maintaining executive-level channel relationships Able to extract, analyze, and draw actionable insights from multiple sources and departments Strong understanding of successful pipeline management Enjoy a fast-paced environment and be comfortable with change A sense of humor and passion for people Must be a strong team player/collaborator Experience working in the communications ecosystema plus, specifically CPaas, UCaaS, and CCaaS Bonus Points: BA/BS degree Experience in the telecommunications industry a plus Company Benefits: Balancing the work-life flow is key to health and happiness! That is why we offer one of the most competitive packages in our industry with open PTO, company paid holidays, Flex Fridays and flexible work arrangements. We strongly value the health and wellness of our teammates and through our state-of-the-art fitness center we’re helping our teammates reach their wellness goals while at work. Add on generous health and dental/vision options, retirement plans, learning and development programs, career path frameworks, tuition reimbursement, company options and bonus potential you have many ways to take advantage of a comprehensive benefits package that means the most to you! Learn More About First Orion: First Orion helps businesses generate more revenue, increase efficiency, and improve the customer experience by empowering them to brand their phone calls with their name, logo and reason for calling. We are the market leader in branded communications technology, and a trusted partner to Fortune 500 companies and the largest U.S. mobile carriers. First Orion has been voted a Great Place to Work with top rankings in every category. Learn more about what our employees have to say on our First Orion Glassdoor page and watch our People First Diversity Statement/Video . First Orion Culture Cornerstones are at the core of everything we do here. Disclosure: First Orion is an Affirmative Action and Equal Opportunity Employer. This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Activities, duties, and responsibilities may change at any time with or without notice, based on the changing needs of our business. This position is not eligible for employment-based immigration visa/status sponsorship . Employees are required to demonstrate proper work authorization as required by I-9 compliance. First Orion is interested in every qualified candidate who is eligible to work in the United States. First Orion’s immigration sponsorship policy is applied in a nondiscriminatory fashion regardless of race, gender, ethnic origin, or any other classification protected by law.

Requirements

Must-haves

Identify, recruit, onboard, enable and grow new key partners/resellers within assigned territory.
Independently and creatively source qualified leads and prospects for effective new partners/resellers.
Develop and execute a territory plan to maximize revenue and provide accurate and timely information and revenue forecasts
Pipeline development with partners/resellers
Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Achieve and exceed assigned targets for profitable sales volume and strategic objectives through relationships with Partners/Resellers
Proactively maintain ongoing knowledge of the industry, existing and target channel partner accounts, & competitive landscape
Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting)
Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Ensure partner compliance with mutually defined expectations
Connect and participate in industry forums or groups to stay on the leading edge of the industry and share best practices
Works with the appropriate internal teams to ensure successful processing of new orders associated with channel partners and their respective customers
Attends company events as needed: Trade Shows, Company meetings, Special Events, etc.
Develops resellers to become increasingly self-sufficient in First Orion products/services.
Drive change process in collaboration with internal stakeholders to ensure execution of channel experience to drive continuous improvement
Lead by example by exemplifying our Culture Cornerstones of People First, Trust and Transparency, Innovation and Make It Happen.
Travel approximately 25%, as required.
5 years of proven success in Channel Sales
Proven ability to create and execute successful channel strategies that will support revenue growth
Ability to think strategically and manage complex projects and partnerships, taking calculated risks for the advancement of the business
Ability to build and convey compelling value to create opportunities through channel relationships
Excellent presentation and communication skills

Nice-to-haves

BA/BS degree
Experience in the telecommunications industry a plus

Application prep

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Platform: workday
Effort: long

Benefits

Benefits detected in the listing.

Dental

Vision

Pto

Wellness