Channel Manager

Uniti; Georgia; On-site; USD 90,000 - 160,000; Full time

Job summary

Uniti is seeking a Channel Manager to lead channel partnerships and drive sales through agents. You will strategize, train, and manage field sales to achieve quota and optimize profitability across cloud/SDWAN/UCaaS/CCaaS offerings.

You will collaborate with multiple departments to deliver solutions, coach agents, and expand the partner ecosystem while maintaining strong relationships with executives.

Qualifications

• 4–8 years co-selling with agents and partners, and managing funnels/forecast.
• 5+ years of new logo opportunity generation in Cloud/SaaS/Managed services.
• Experience developing agents to deliver multi-tower solutions (SDWAN/UCaaS/CCaaS/Security).
• 5+ years selling multi-tower solutions across industries (Retail, Healthcare, financial, insurance, non-profit).
• Experience selling cloud solutions like UCaaS/CCaaS, with a solutions-led approach.

Responsibilities

• Manages channel sales agents to meet quota or exceed it.
• Carries a mid-level MMF sales quota.
• Qualifies prospective candidates to become sales agents.
• Coaches and educates sales agents on Uniti products and processes.
• Attends sales calls to qualify and present Uniti solutions.
• Collaborates with agents to qualify and strategize opportunities.
• Prepares agent and customer sales proposals and aims to meet profitability goals.
• Interfaces with multiple departments to ensure delivery of services and customer satisfaction.
• Establishes and expands strategy to support channel partner vision.

Skills

Co-selling with agents

Forecasting

New logo generation

Multi-tower solutions

Executive communication

Team leadership

Channel partnerships

Education

College degree

Job description

About the Role:

As aChannel 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.