Channel Director

CallTower; City of Rochester (NY); On-site; USD 93,000 - 124,000; Full time

Job summary

CallTower is seeking a Channel Director to lead the indirect sales channel and drive bookings and revenue within a defined territory. You will recruit and enable channel partners, collaborate with cross-functional teams, and ensure scalable routes to market for cloud services.

The role requires a proven channel sales track record, strong closing and presentation skills, and the ability to manage multiple priorities in a fast-paced tech startup environment. Travel within the region is expected.

Qualifications

• Bachelor’s Degree or 6+ years of relevant work experience.
• Strong channel sales background in tech or related industries.
• Proven ability to generate and close proposals.

Responsibilities

• Develop and maintain relationships with channel partners (SIs, VARs, telecom consultants).
• Meet or exceed channel bookings/revenue targets.
• Provide weekly sales forecasts using the CRM tool.

Skills

Channel sales

Enterprise sales

CRM proficiency

Presentation skills

Strategic thinking

Cross-functional collaboration

Forecasting & reporting

Negotiation

Education

Bachelor’s Degree or 6+ years experience

Tools

CRM tools

Microsoft Word / Excel / PowerPoint

Job description

Description

The Channel Director is responsible for the development of the indirect sales channel and bookings/revenues in a specific territory by working closely with the company’s channel partners. Develop and maintain business relationships with key channel partners in the assigned region including system integrators, telecom consultants, and value-added resellers (VARs) to ensure that CallTower has a well-established and scalable route to market by getting “more feet on the street”.

Continuously recruit new partners in the region and/or on a nationwide basis. Must meet or exceed channel sales bookings/revenue, channel sales profitability, new customer acquisition, and customer satisfaction goals. Candidate will interact with internal Sales Engineers, Executive Management, Project Management, Telco, Technology and Client Services Teams.

Duties

• Must keep up to date with technology related to the solutions we sell and communicate it to the Channel
• Work with the CRO & members to exceed bookings of $14,000 a month (after 90-day ramp-up)
• Communicate with ALL teams (technology, project management, marketing, client services, executive team, etc.)
• Support partners by assisting in submitting orders internally with correct paperwork in a timely manner
• Provide weekly sales funnel reports to the Chief Revenue Officer
• Update their job knowledge by participating in educational opportunities; reading professional publications; maintaining
• personal networks; participating in professional organizations
• Understands what is required to successfully build a channel Knows how to sell Cloud Services, specifically Unified Communications & Hosted VoIP, to enterprise customers.
• Strong closing and negotiating skills
• Strong communication and presentation skills for large and small audiences Identify and on-board new channel partners
• Set commitments and objectives with channel partners that are in line with the region’s goals
• Provide detailed and accurate sales forecasts for each channel partner using the company’s CRM tool
• Knows how to translate product features into benefits that solve real enterprise customer problems
• Able to articulate a unique value proposition to various levels within a customer organization
• Follow the established sales processes of CallTower, and effectively utilize the sales resources provided
• Effectively maintain and keep current customer/channel partner information and sales opportunities in the company’s CRM system Provide regional lunch-and-learns for channel partners
• Stays current on competitive intelligence with customers to create case studies
• Perform other duties as assigned; travel will be required within the region
• Identifies and engages with key industry events and trade shows

Skills/Qualifications

• Bachelor’s Degree or 6+ years of relevant work experience
• Minimum of seven years’ channel sales experience in related industries
• Personal computer, facsimile, photocopier, Microsoft Word, Excel, PowerPoint, Proactive, collaborative, leader, ambitious, creative problem solver, analytical, versatile, and “thrives under pressure” are words that describe you
• Creative and strategic thinker with strength in carrying that creativity and strategy into bookings/revenue
• Ability to understand a changing market along with strength in listening to customers, partners & industry leaders to have significant impact on product design, timing of product updates & new products launch
• Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding and changing customer base
• Ability to grasp and translate complex technical features into benefits and selling points
• Experience working closely within the sales organization with a strong affinity for success
• Strong collaboration skills and ability to work across all departments and levels
• Ownership mentality of role and projects
• Track record in successfully meeting deadlines while handling multiple projects
• Significant experience working in rapid growth, technology startups
• Experience with a range of sales methodologies and sales funnel management process
• Experience with a range of CRM tools
• Must have the ability to generate and close proposals
• Requires excellent one-on one and group presentation and facilitation skills
• Aspire to listen, collaborate, have fun, be tenacious, support employees’ to continually improve, be known for our expertise, and grow as an organization
• Excellent verbal/written communication skills as well as strong interpersonal skills and relationship building are a must Questioning and feedback skills, customer service orientation and commitment to quality, responsibility, high work standards and initiatives
• Solid project and time management skills
• Computer competence and the ability to use software effectively
• Ability to prioritize and organize workflow
• Ability to ask the right questions to understand true business needs
• Manage multiple priorities in a fast-paced environment so that company efficiency and productivity standards are met
• Expert knowledge of Telecom, Hosted/Cloud and IT services Ability to work independently and to motivate self
• Ability to establish a professional and collaborative working relationship within CallTower departments
• Willingness to work flexible hours and overtime during peak business flow

Salary Description

$93,0000 to $124,000 a year