Wholesale & Channel Growth Director

Charterhouse; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Private healthcare

Medicash cashback

Life assurance

Workplace pension

Cycle to work scheme

Employee assistance programme

Savings discount

EE discount for you and family

Job summary

Charterhouse is seeking a Director of Wholesale/Channel to spearhead a new strategic direction and scale indirect routes to market. You will define the GTM strategy, identify offerings for wholesale/referral/resale, and onboard key partners.

As a player‑manager, you will own personal revenue targets while building a lean channel sales team. Collaboration with CTO, Operations, Marketing, and Legal will shape commercial frameworks and delivery.

Qualifications

• Significant experience in a channel/wholesale or indirect sales leadership role within UK telecoms, IT services, or managed services.
• Proven track record building or scaling a channel/wholesale function from proposition development through 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 team leadership responsibilities.
• Ability to engage confidently at C‑level with partner businesses, including 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 and determine services suitable for wholesale, referral, or resale models.
• Develop a phased roadmap for the wholesale and channel portfolio with a clear sequence of offerings.
• Build commercial models and partner incentives; coordinate with Legal on contractual foundations.
• Profile and segment the target partner market and craft compelling channel propositions.
• Own revenue from wholesale/channel accounts and lead a small initial sales team as it scales.
• Collaborate cross-functionally with Tech, Operations, Marketing, and Sales Administration to package service delivery for the channel.

Skills

Channel leadership

Wholesale sales

UK telecoms network

C-level engagement

Commercial acumen

CRM systems

Tools

CRM systems

Job description

Charterhouse is seeking a Director of Wholesale/Channel to spearhead a new strategic direction and scale indirect routes to market. You will define the GTM strategy, identify offerings for wholesale/referral/resale, and onboard key partners.

As a player‑manager, you will own personal revenue targets while building a lean channel sales team. Collaboration with CTO, Operations, Marketing, and Legal will shape commercial frameworks and delivery.