Wholesale Channel Growth Director

Charterhouse Group; Greater London; Hybrid; GBP 130,000 - 190,000; Full time

Job summary

Charterhouse Group is seeking a Director of Wholesale/Channel to spearhead a new strategic direction for the business. The role combines strategic leadership with hands-on sales execution, acting as a player-manager to define the wholesale go-to-market strategy and onboard partners.

You will formalise and scale the shadow channel with carriers, MSPs, VARs, and SIs, while collaborating with CTO, Operations, Marketing, Legal, and Sales Administration to build the systems and propositions needed

Qualifications

• Significant experience in a channel, wholesale, or indirect sales leadership role within UK telecoms, IT services, or managed services.
• Demonstrable success in building or scaling a channel/wholesale function from proposition development to revenue generation.
• Strong existing network within the UK channel community (Comms Resellers, MSPs, VARs, SIs, Carriers).
• Comfortable in a player-manager capacity—owning personal revenue targets alongside leadership responsibilities.
• Ability to engage confidently at C-level with partner businesses where there is overlap with Charterhouse's direct offering.
• Commercial acumen—able to build and evaluate wholesale/referral pricing structures and partner incentive models.

Responsibilities

• Define and own Charterhouse's wholesale and channel GTM strategy, identifying services and solutions for wholesale, referral, or resale models.
• Develop a phased roadmap for the wholesale and channel portfolio in collaboration with Technology and Operations teams.
• Build commercial models and pricing structures; establish partner incentive schemes.
• Profile and segment target partner markets and craft compelling sales propositions for channel audiences.
• Personally own and drive revenue from wholesale and channel accounts, and grow the channel team over time.

Skills

Channel leadership

Revenue generation

C-level engagement

UK channel network

Commercial acumen

Job description

Charterhouse Group is seeking a Director of Wholesale/Channel to spearhead a new strategic direction for the business. The role combines strategic leadership with hands-on sales execution, acting as a player-manager to define the wholesale go-to-market strategy and onboard partners.

You will formalise and scale the shadow channel with carriers, MSPs, VARs, and SIs, while collaborating with CTO, Operations, Marketing, Legal, and Sales Administration to build the systems and propositions needed