Director, Partner Sales
Clearwave
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Benefits offered by this job
Job summary
Clearwave Fiber seeks a Director, Partner Sales to lead third-party reseller and indirect sales, building scalable partner programs. You will drive growth, manage a dispersed Partner Sales Manager team, and align cross-functional partners to expand market penetration.
You will develop market strategies, onboard new partners, and oversee performance reviews, ensuring revenue, subscriber, and regional targets are met while maintaining high sales quality and customer experience.
Qualifications
- Bachelor's degree in related field preferred; equivalent education considered.
- 8+ years of progressive sales leadership experience in telecom, broadband, cable, wireless, or related industry.
- 5+ years managing indirect sales, dealer, reseller, or third-party channels in FTTH.
- Demonstrated ability to develop and execute sales strategies delivering subscriber, revenue, and market growth.
- Experience developing partner compensation, performance management, and incentive programs.
- Strong analytical skills with forecasting, business planning, and performance reporting.
- Experience with territory management and sales enablement platforms; SalesRabbit experience preferred.
- Ability to travel regularly across company markets.
Responsibilities
- Develop and execute the third-party reseller and indirect sales strategy aligned with growth objectives.
- Lead, coach, and develop the Partner Sales Manager team with clear performance expectations and accountability.
- Establish monthly execution plan to deliver subscriber, revenue, penetration, and productivity targets for the partner channel.
- Identify opportunities to expand third-party sales partners across existing and new markets.
- Build and maintain strategic relationships with senior leadership of key reseller and third-party sales organizations.
- Lead the identification, evaluation, recruitment, and onboarding of new reseller partners.
- Develop a scalable partner portfolio with market coverage, capacity, and productivity; conduct executive reviews.
- Establish sales quality standards, compliance, and customer experience across partners.
- Partner with Marketing, Finance, Legal, Operations, and Sales leadership to evaluate and launch new routes to market.
- Create business cases for new channel opportunities with market potential and ROI.
- Develop pipeline with stages, ownership, value, and conversion targets.
Skills
Education
Tools
Job description
The Director, Partner Sales is responsible for the strategy, growth, and overall performance of the company's third-party reseller and indirect sales channels. This role leads the Partner Sales team and develops scalable partner programs designed to accelerate residential subscriber growth, increase market penetration, and expand the company's presence within the communities it serves.
- Develop and execute the overall third-party reseller and indirect sales strategy aligned with company growth objectives.
- Lead, coach, and develop the Partner Sales Manager team, establishing clear performance expectations, goals, and accountability.
- Establish monthly execution plan at FDA-level to deliver annual, quarterly, and monthly subscriber, revenue, penetration, and productivity targets for the partner sales channel.
- Develop market-level strategies to maximize sales opportunities within the company service footprint.
- Identify opportunities to expand third-party sales partners across existing and new markets.
- Establish consistent operating standards, processes, reporting, and performance management practices across the partner organization.
- Lead New Business development function with quarter onboarding goals.
- Build and maintain strategic relationships with senior leadership of key reseller and third-party sales organizations.
- Lead the identification, evaluation, negotiation, recruitment, and onboarding of new reseller partners.
- Develop a scalable partner portfolio that provides appropriate market coverage, capacity, and sales productivity.
- Establish partner business plans and conduct recurring executive-level business reviews.
- Develop strategies to improve underperforming partners and recommend expansion, reduction, or termination of partner relationships.
- Oversee partner referral strategies and programs designed to build local relationships and generate sales opportunities.
- Develop and execute a new business development strategy to identify and launch new partnerships to align with geographical needs and penetration rates.
- Identify, evaluate, and pursue new reseller, referral, affinity, community, and strategic partnership opportunities across existing and expansion markets.
- Build a qualified pipeline of prospective partners and business development opportunities, with clear stages, ownership, expected value, and conversion targets.
- Develop relationships with prospective partners, community organizations, property and business stakeholders, and other organizations that can expand market reach and generate new sales opportunities.
- Create business cases for new channel opportunities, including market potential, economics, operational requirements, risks, and expected return on investment.
- Partner with Marketing, Finance, Legal, Operations, and Sales leadership to evaluate and launch new routes to market and growth initiatives.
- Establish new business development goals and report on pipeline value, partner acquisition, launch performance, subscriber contribution, and revenue generated from new partnerships and sales enablement platforms.
- Serve as the primary leadership point of contact between the third-party sales organization and internal business partners.
- Partner with Marketing on market-level campaigns, sales materials, promotions, and lead-generation strategies.
- Coordinate with Operations and Field Services so sales activity aligns with service availability and installation capacity.
- Partner with Customer Care and Sales Operations to identify and resolve customer experience and order quality issues.
- Establish and enforce standards for sales quality, customer experience, brand representation, and regulatory compliance.
- Ensure third-party organizations comply with company policies, contractual requirements, sales practices, and brand standards.
- Monitor sales quality indicators, customer complaints, cancellations, and other performance trends.
- Partner with internal teams and reseller leadership to investigate and resolve compliance or sales quality concerns.
What You Will Need:
- Bachelor's degree in Business, Marketing, Communications, or related field preferred; equivalent education and relevant experience considered.
- 8+ years of progressive sales leadership experience, preferably within telecommunications, broadband, cable, wireless, or a related industry.
- 5+ years of experience managing indirect sales, dealer, reseller, or third-party sales channels in the FTTH industry.
- Demonstrated experience leading sales managers and geographically dispersed sales organizations.
- Proven ability to develop and execute sales strategies that deliver subscriber, revenue, and market penetration growth.
- Experience developing partner compensation, performance management, and incentive programs.
- Strong analytical skills with experience developing forecasts, business plans, and performance reporting.
- Experience with territory management and sales enablement platforms; SalesRabbit experience preferred.
- Ability to travel regularly throughout company markets, including field visits and partner meetings.
Clearwave Fiber appreciates the role our associates play to help the company grow, and in return an excellent benefits package is offered to our associates to recognize the importance of their contributions such as:
- Medical, dental, and vision plans
- Life insurance (self, spouse, children)
- Paid Time Off
- 10 Paid Holidays
- 401(k)
- Employee Assistance Plan
- Employee Referral Plan
- Free services, if living within service area
- LinkedIn Learning
- Associate recognition program
- Advancement opportunities
- Collaborative work environment
Rest assured, Clearwave Fiber prioritizes the safety and security of our associates and customers. Job offers are contingent upon successful background checks, drug screenings, and reference checks. Once cleared, embark on a fulfilling and rewarding career journey with us.
Clearwave Fiber is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all qualified applicants and employees without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other status protected by applicable law.
We are committed to providing reasonable accommodation to qualified individuals with disabilities throughout the application and employment process.
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