Channel Sales Director

GTT Communications; United States; Remote; USD 140,000 - 200,000; Full time

Job summary

GTT Communications in the United States is seeking a Channel Sales Director to accelerate revenue through channel partners, technology alliances, distributors, and resellers. You will work with Enterprise Sales to develop joint account strategies and create pipeline opportunities.

The role focuses on building trust, identifying growth opportunities, and driving measurable results across the partner ecosystem, with travel up to 15% and collaboration across sales, marketing, and operations.

Qualifications

• 5+ years in channel/partner sales, alliance mgmt, or business development in telecom/tech.
• Proven success hitting or exceeding sales quotas and revenue targets.
• Experience generating pipeline, new business, and growing strategic accounts.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Ability to collaborate across sales, marketing, operations, and partners.
• Knowledge of enterprise sales environments and partner-led GTM strategies.

Responsibilities

• Develop and execute channel partner business plans aligned to revenue and growth.
• Drive partner-sourced and partner-influenced pipeline with a co-sell model with Enterprise Sales.
• Build relationships with channel partners, technology alliances, and stakeholders.
• Collaborate with Enterprise Sales on joint account plans to accelerate growth.
• Recruit, onboard, and enable strategic partners for GTM.
• Lead partner engagement, enablement, and customer-facing programs to boost revenue.
• Monitor pipeline performance, forecasts, and key metrics to meet sales objectives.
• Identify market opportunities, trends, and partnership strategies for long-term growth.

Skills

Channel sales

Alliance management

Business development

Sales quotas

Pipeline generation

Enterprise sales

Partnership go-to-market

Communication

Negotiation

Relationship building

Tools

CRM tools

Forecasting software

Pipeline management tools

Job description

Grow Your Career with GTT!

Join GTT to be part of a global mission to simply and securely connect people, applications, and data through world-class networking and security solutions. We empower ambitious, customer-focused professionals to take ownership of results, collaborate across teams, and make a measurable impact. If you thrive on building strategic partnerships, driving revenue growth, and creating new business opportunities, GTT is the place to grow your career.

Drive Growth Through Strategic Partnerships and Co-Selling

Are you a relationship-driven sales professional who excels at building partner ecosystems and creating revenue opportunities? At GTT, we're looking for a Channel Sales Director to help expand our channel business through strategic partnerships and a collaborative co-sell model with our Enterprise Sales organization. This role is ideal for someone who enjoys developing partner strategies, influencing complex sales opportunities, and delivering business outcomes through collaboration.

About the Role

As a Channel Sales Director, you will play a critical role in accelerating revenue growth through channel partners, technology alliances, distributors, and resellers. You will work closely with Enterprise Sales teams to develop joint account strategies, create new pipeline opportunities, and strengthen relationships that support long‐term customer success. Success in this role comes from building trust, identifying growth opportunities, and driving measurable results across the partner ecosystem.

Key Responsibilities

• Develop and execute channel partner business plans aligned to revenue and growth objectives.
• Drive partner-sourced and partner-influenced pipeline through a collaborative co-sell model with Enterprise Sales.
• Build and strengthen strategic relationships with channel partners, technology alliances, and key stakeholders.
• Partner with Enterprise Sales teams to execute joint account plans that accelerate customer acquisition and account growth.
• Recruit, onboard, and enable strategic partners that support GTT's go-to-market strategy.
• Lead partner engagement activities, sales enablement initiatives, and customer-facing programs that increase partner productivity and revenue contribution.
• Monitor pipeline performance, forecasts, and key business metrics to support achievement of sales objectives.
• Identify emerging market opportunities, competitive trends, and partnership strategies that drive long‐term growth.

What We're Looking For

Essential Experience

• 5+ years of channel sales, partner sales, alliance management, or business development experience within telecommunications or technology.
• Demonstrated success meeting or exceeding sales quotas and revenue targets.
• Experience generating pipeline, developing new business opportunities, and growing strategic accounts.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Ability to collaborate effectively across sales, marketing, operations, and partner organizations.
• Knowledge of enterprise sales environments and partner‑led go‑to‑market strategies.

Nice to Have

• Experience working within a co-sell model alongside Enterprise Sales teams.
• Existing relationships within telecom, cloud, networking, managed services, or technology partner ecosystems.
• Experience selling networking, security, SD‑WAN, SASE, cloud connectivity, or managed services solutions.
• Experience using CRM, forecasting, and pipeline management tools.

Hours/Travel/Shift:

There is some travel for this role, up to 15% at times.

Why Join GTT?

Commitments drive the speed and relevance required to transform our culture and deliver extraordinary value to our customers. By embracing these commitments together, we create a thriving environment where we lift each other up and achieve mutual success.

• Adaptive Mindset: We meet change head‑on to build the capabilities we need now. We take personal ownership of our professional development to keep pace with change and actively drive it.
• Collective Impact: We treat innovation as a team sport, working powerfully together to create extraordinary impact. We collaborate openly and with a shared purpose and amplify our unique human strengths to solve complex challenges that technology alone cannot.
• Customer Ownership: We own our customers’ success, whether an internal stakeholder or an external client. We take full accountability, anticipate their needs and create smooth experiences to build trust with every touchpoint. In an automated world, personal ownership is GTT’s competitive edge.

EEO Statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.