Channel Director

CallTower Inc; Salt Lake City (UT); On-site; USD 133,000 - 180,000; Full time

Job summary

CallTower Inc. in Salt Lake City seeks a Channel Director to lead the indirect sales channel, cultivate relationships with system integrators, telecom consultants, and VARs, and secure scalable routes to market.

You will recruit new partners regionally and nationwide, drive bookings and revenue, and collaborate with Sales Engineers, executives, and client services to exceed goals. This role requires strong negotiation, presentation skills, and the ability to translate complex telecom solutions

Qualifications

• Bachelor's Degree or 6+ years of relevant work experience.
• Minimum of seven years' channel sales experience in related industries.
• Excellent verbal and written communications; ability to influence at all levels.

Responsibilities

• 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

Channel sales experience

Partner development

CRM proficiency

Negotiation skills

Presentation skills

Technical literacy

Education

Bachelor's Degree or 6+ years experience

Tools

CRM tools

MS Office

Job 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