Channel Manager

Uniti; Illinois; On-site; USD 100,000 - 140,000; Full time

Job summary

Uniti is seeking a Channel Manager to lead the strategy and day-to-day operations of our channel partnerships. You will drive revenue by guiding and coaching sales agents, managing co-selling initiatives, and aligning with product and service delivery teams across functions.

Ideal candidates have 4–8 years in co-selling, 5+ years in Cloud/SaaS sales, and strong relationship-building skills to expand a multi-tower solution portfolio including SD-WAN, UCaaS, CCaaS, and security.

Qualifications

• 4–8 years of co-selling with agents and partners, managing funnels and forecasting.
• 5+ years of new logo opportunity generation in Cloud/SaaS/Managed services.
• Experience developing agents to bring multi-tower solutions (SDWAN/UCaaS/CCaaS/Security).
• 5+ years selling multi-tower solutions across industries like Retail, Healthcare, Finance.
• Experience selling cloud solutions like UCaaS and CCaaS with needs assessment.
• Strong decision-making to balance revenue opportunities, resources, and strategy.
• Excellent communications with executives; adept at resolving channel conflicts.
• Team-oriented with demonstrated collaboration in cross-functional environments.

Responsibilities

• Lead channel sales agents to meet or exceed quota.
• Carries a mid-level MMF sales quota.
• Qualify prospective candidates to become sales agents.
• Coach agents on Uniti products, processes, and procedures.
• Attend sales calls with end users to present Uniti solutions.
• Collaborate with agents to qualify and strategize opportunities.
• Provide complete and accurate sales packages.
• Interface with multiple departments to ensure service delivery and satisfaction.
• Prepare agent and customer sales proposals and manage profitability per deal.
• Establish and maintain a strategy to expand the partner program.

Skills

Channel sales

Forecasting

Co-selling

Sales coaching

Relationship management

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.