Channel Account Manager

Uniti Group Inc.; Town of Florida (NY); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Medical, Dental, Vision InsurancePlans

401K Plan

Health & Flexible Savings Account

Life and AD&D, Spousal Life, ChildLife

Job summary

Uniti Group Inc. is seeking a Channel Manager to lead channel partnerships, drive co-selling with agents, and manage a multi-tower solution strategy (SD-WAN, UCaaS, CCaaS, Security) across diverse industries.

You will coach agents, qualify opportunities, and collaboratively win new business while aligning cross-functional teams to deliver customer value. The role emphasizes strategic thinking, relationship building with executives, and accountability for funnel progression and revenue outcomes

Qualifications

• 4–8 years of experience co-selling with agents and partners, managing funnels and forecasts
• 5+ years of new logo opportunity generation in Cloud/SaaS/Managed services
• Experience developing agents for multi-tower solutions (SDWAN/UCaaS/CCaaS/Security)
• Accountability in funnel progression and forecasting with agents
• 5+ years selling multi-tower solutions across industries like Retail, Health care, financial services
• Experience selling cloud solutions (UCaaS/CCaaS) with solution selling approach

Responsibilities

• Lead strategy and day-to-day operations of channel partnerships
• Manage channel sales agents to perform at or above quota
• Coach and educate agents on Uniti products, processes, and procedures
• Attend sales calls with end users to qualify and present Uniti solutions
• Collaborate with agents to strategize and qualify opportunities
• Prepare sales proposals and achieve profitability goals per deal
• Interface with multiple departments to ensure service delivery and agent/customer satisfaction
• Expand and support the company vision as the platform of record for channel partners

Skills

Co-selling (agents & partners)

Funnel forecasting

New logo acquisition

Multi-tower solutions

Executive communication

Education

College Degree

Tools

CRM/Sales tools

Job description

Uniti is a premier insurgent fiber provider dedicated to enabling mission-critical connectivity across the United States.

With a steadfast commitment to customer service, operational excellence, and superior network capabilities, Uniti builds, operates and delivers critical fiber-based communications services to connect and empower people and businesses.

About The Role

As a Channel Manager, you will lead the strategy and day-to-day operations of our channel partnerships. You will utilize a strong understanding of the telecommunications’ landscape to navigate both complex business relationships and the technical requirements for implementing channel partners. The Channel Manager seeks, qualifies, trains and manages sales agents to become consistent revenue producers for Uniti Solutions. The Channel Manager position is perfect for an ambitious, motivated leader with an entrepreneurial mindset, energy and confidence.

What You’ll Do

• Manages channel sales agents to perform at a level of sales at or above quota
• Carries a mid-level MMF sales quota
• Meets with prospective candidates and qualify them to become sales agents
• Coaches and educates sales agents, face to face, regarding Uniti’s products, processes and procedures to improve their productivity and results
• Attends sales calls with end users to qualify and present Uniti solutions
• Collaborate with sales agents to qualify and strategize prospective Uniti sales opportunities
• Collaborate with sales agents to provide complete and accurate sales packages
• Interfaces with multiple departments to ensure delivery of services and ongoing sales agent and customer satisfaction
• Prepares agent and customer sales proposals and is proficient in meeting sales profitability goals on a per deal basis
• Establish and maintain a strategy to expand and support the company's vision of serving as the platform of record for channel partners.

Do You Have?

• 4 to 8 years of experience, co-selling (sell through model) with agents and partners & managing funnels and forecast effectively in this model.
• 5+ years of new logo opportunity generation experience in a co-selling model in Cloud/SaaS/Managed services experience.
• Experience developing agents to bring multi-tower solutions that include managed SDWAN/UCaaS/CCaaS/Security.
• Demonstrated accountability of funnel progression & forecasting efforts managed through agents.
• 5+ years of experience selling multi-tower solutions across industries like Retail/Retail like, Health care, financial, insurance, non-profit etc.
• Experience selling cloud solutions like UCaaS and CCaaS, leading with assessment and solving business problems.
• Sophisticated decision-making skills in resolving complex challenges involving trade-offs between revenue opportunities, resource availability, and overarching strategic objectives
• Effective communications skills, including the ability to work directly with executives at other companies with polish and professionalism.
• Conflict resolution skills that can be well applied to solving channel conflicts.
• Demonstrated ability and strong desire to operate in a team environment

College Degree and 1-4 years professional level job related experience outside, direct sales experience; or 5-8 years professional level equivalent related experience; or equivalent combination of education and experience. This is a safety sensitive position.

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Our Benefits

• Medical, Dental, Vision Insurance Plans
• 401K Plan
• Health & Flexible Savings Account
• Life and AD&D, Spousal Life, Child Life Insurance Plans
• Educational Assistance Plan

Uniti is an equal opportunity employer. At Uniti, we celebrate the authenticity and uniqueness of our people and their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, genetic information, protected veteran status, current military status, disability, sexual orientation, marital status, creed, citizenship status, or any other status protected by law, and to give full consideration to qualified disabled individuals and protected veterans.

Actual base pay for this job will depend on the candidate's primary work location and other factors, such as relevant skills and experience.

Notice to Non-U.S. Citizens:Uni ti, as a holder of licenses granted by the Federal Communications Commission, is required to notify and to obtain approval from federal regulatory agencies prior to granting certain system/network access to any non-U.S. citizen personnel. Offers of employment extended to non-U.S. citizens are contingent upon receiving the requisite approval from agencies overseeing compliance. Non-U.S. citizens are required to provide Uniti with the personal identifying information required to obtain the necessary approval prior to accessing certain systems and/or Uniti’s network. If you are not a U.S. citizen, please notify your recruiter or contact HR Legal as soon as possible for information on Uniti’s foreign personnel disclosure and approval requirements.

Notice to Applicants: Depending on the position and its job functions, offers of employment may be contingent upon successful completion of certain pre-employment screenings, including but not limited to drug-screen, motor vehicle records check, or other pre-employment screening. All such screenings will be conducted by an external third-party with the Candidate’s written consent and in accordance with federal and state law. Refusal to authorize or submit to a required pre-employment screening may disqualify the candidate from employment. Any misrepresentation during the application or interview process may result in denial of employment, withdrawal of offer, or termination.