Channel Director

Convergence Group; Metropolitan Borough of Solihull; On-site; GBP 60,000 - 80,000; Full time

Benefits offered by this job

Car allowance

Hybrid work

Private medical insurance

Enhanced pension

Job summary

Convergence Group is seeking a Channel Director to deepen relationships with existing channel partners and win new business across WAN, LAN, Wi‑Fi and Security. You will own partner relationships, drive joint plans, and hunt opportunities with partners to achieve profitable growth while maintaining strong governance and forecast accuracy.

The role requires credibility with C‑level sponsors, Hunter mentality, and ability to coach partner sales teams to expand our portfolio.

Qualifications

• 5+ years of sales experience in telecoms, data centres or IT services with senior channel ownership.
• Proven ability to grow partner-led opportunities and repeat business.
• Strong understanding of WAN/LAN/SEC solutions and partner economics.
• Credibility with C-level stakeholders and ability to coach partner teams.

Responsibilities

• Grow existing partners by identifying opportunities within Tier 1 relationships, VARs, MSPs, distributors and integrators.
• Own partner relationships with sales teams and executives; define joint plans for target customers and pipeline.
• Hunt together by mapping accounts and creating opportunities through joint outreach, campaigns and meetings.
• Coordinate discovery, design, bids and negotiations with pre-sales and Commercial.
• Coach partners’ sales teams to position services and expand portfolio.
• Lead regular partner reviews and ensure service delivery while expanding revenue share.
• Manage opportunity ownership and forecast with CRM records.

Skills

Channel sales

C‑level engagement

Negotiation

CRM management

Forecasting

Analytical thinking

Job description

Build the partnership. Hunt together. Grow the opportunity.
At Convergence Group, we’ve spent 20+ years powering some of the UK’s most complex networks - and we’re growing fast. We’re looking for a Channel Director who can deepen relationships with our existing channel partners and win new business alongside them across WAN, LAN, Wi‑Fi and Security.
Your primary client is the channel partner. You’ll take commercial ownership of our existing partner relationships, combining joint prospecting with long‑term growth. You’ll understand each partner’s business, help them uncover opportunities and stay actively involved in winning them, while nurturing the relationship and expanding the services they take to market. This is a hands‑on commercial role: growing our existing partner portfolio, hunting with partners and earning their confidence through consistent support and results. You’ll bring Account Director‑level relationship ownership and commercial judgement to a channel growth remit.

What You’ll Do

• Grow existing partners: identify opportunities within our established Tier 1 channel relationships, VARs, MSPs, distributors and systems integrators.
• Own partner relationships: build trust with partner sales teams, leadership and C‑level sponsors; agree joint plans covering target customers, pipeline and growth.
• Hunt together: map prospect accounts, identify gaps in partners’ customer portfolios and create opportunities through joint outreach, campaigns and meetings.
• Help partners win: articulate our value proposition to partners and enterprise decision‑makers; coordinate discovery, solution design, bids and negotiations with pre‑sales and Commercial.
• Enable and develop: coach existing partners’ sales teams to position our services, expand their use of our portfolio and turn joint opportunities into wins and repeat business.
• Nurture the partnership: meet partners on site, lead regular reviews, coordinate service delivery and resolve issues while expanding our share of their business.
• Protect trust and profitability: agree clear opportunity ownership, manage potential channel conflict and deliver partner‑led revenue and gross‑margin targets.
• Own the forecast: maintain accurate partner plans and CRM records, track joint opportunities and prioritise partners with demonstrable growth potential.

What We’re Looking For

• 5+ years of sales experience in telecoms, data centres or IT services, with a proven record of senior channel account ownership and growth
• Evidence of developing existing channel relationships, winning enterprise opportunities alongside partners and growing repeat business over time
• Strong understanding of partner economics, market trends and WAN solutions including MPLS, SD‑WAN, VPNs and Ethernet, alongside LAN, Wi‑Fi and Security
• Credibility with C‑level stakeholders, strong negotiation and conflict‑resolution skills, and the ability to coach partner teams and coordinate internal specialists
• Analytical judgement to qualify opportunities, refine joint plans and deliver profitable growth, with disciplined CRM management and accurate forecasting.

What It’s Really Like Here

The pace and intensity are higher than most environments in our sector. The workload is typically around 30% greater than many people will have experienced elsewhere - not because we are chaotic, but because we are ambitious and constantly building. We grow organically and through acquisition, continuously integrating, improving and raising the bar. The landscape evolves, priorities shift, and expectations rise. If you prefer a predictable, static environment, this probably won’t feel comfortable. If you are energised by growth, movement and high standards, it can be deeply rewarding.
Your strengths will have a bigger platform here - and you will be stretched behaviourally more than in most environments. We value respectful honesty: anyone can challenge an idea; hierarchy doesn’t protect thinking and getting it right matters more than being right. Ego doesn’t perform well here; curiosity, learning and ownership do. We hire people who are already strong at their craft - the stretch at Convergence Group is navigating pace, complexity and constant evolution. This environment isn’t for everyone, but for the right person it offers an exceptional opportunity for impact, growth and accelerated development.

What You’ll Get

• Salary: £60-80k base salary + car allowance. Double OTE: £120-160k, with uncapped commission
• Holiday: 33 days holiday including bank holidays
• Benefits: Private medical insurance, enhanced pension, enhanced family‑friendly leave and pay, income protection & life assurance
• Hybrid working: 2 days a month in our Solihull office and flexible hours
• Dog‑friendly office - yes, really

Who Are Convergence Group

At Convergence Group, we break free from corporate red tape as a privately‑owned company, driving bold innovation without the constraints of private equity or external bankers. Experts in Wan, Lan, WiFi and Security solutions we stand out by revolutionising infrastructure management - making it seamless so our customers can focus on what matters most. With rapid growth ahead, we need exceptional talent who bring the right skills, attitude, and drive to shape the future with us.

Where A Players Come to Make a Difference

We’re building something ambitious, and you’ll have the autonomy to strengthen our existing partnerships, hunt alongside the channel and turn shared opportunities into lasting growth.