Senior Channel Director

Transaction Network Services (TNS)

New Jersey

Sur place

USD 120 000 - 160 000

Plein temps

Il y a 7 jours

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Résumé du poste

Transaction Network Services (TNS) is seeking an experienced Channel Sales Manager East Coast to expand our partner ecosystem and generate enterprise revenue through strategic channel relationships. This role requires building robust partner pipelines across the Eastern United States and collaborating with technology advisors, MSPs, VARs, and other partners.

You will own the development of the East Coast channel, recruit and activate partners, and drive joint opportunities from initial contact

Qualifications

5+ years of technology, SaaS, telecom, cloud, cybersecurity or communications sales experience.
3+ years of channel, partner or indirect-sales experience.
Demonstrated success generating revenue through partners.
Strong understanding of the technology-channel ecosystem.
Experience building executive and seller-level partner relationships.
Proven ability to develop pipeline rather than simply manage existing relationships.
Strong presentation and customer-facing communication skills.
Ability to independently manage a large geographic territory.
Comfortable working in a fast-moving, entrepreneurial sales environment.
Ability and willingness to travel throughout the Eastern United States.

Responsabilités

Build the East Coast Partner Ecosystem with TSDs, MSPs, VARs, telecom consultants and strategic technology partners.
Identify partners with the customer base, technical capabilities and sales organization to generate enterprise opportunities for TNS.
Work with partners to identify target accounts, develop joint account strategies and create qualified enterprise opportunities.
Attend partner events, regional conferences, customer meetings and industry gatherings to promote TNS capabilities.
Educate partners on where TNS fits within customer conversations and provide compelling reasons to bring TNS into opportunities.

Connaissances

Partner ecosystem development

Technology channel knowledge

Executive relationship building

Sales pipeline development

Travel willingness (Eastern US)

Description du poste

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!

Overview

The Field Sales-Sales Account Management area is responsible for selling the firm's products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales.

Responsibilities

Build the Next Generation of the TNS Channel

Transaction Network Services (TNS) is looking for an experienced, highly motivated Channel Sales Manager East Coast to expand our growing partner ecosystem and generate new enterprise revenue through strategic channel relationships.

This is not a traditional partner-management role.

We are looking for someone who knows how to build relationships, create demand, develop partner-generated pipeline and close business.

The ideal candidate already understands the technology channel and has experience working with organizations such as Technology Services Distributors (TSDs), MSPs, VARs, telecom consultants, cloud communications providers, contact-center partners and other technology advisors.

You will own the development of the TNS channel across the Eastern United States and help partners introduce TNS to enterprise customers.

What You’ll Sell

TNS helps enterprises protect and improve one of their most important customer communication channels: the telephone call.

Our Enterprise Branded Communications Portfolio Helps Organizations

Protect telephone numbers against spoofing and impersonation
Authenticate legitimate enterprise calls
Display an organization’s trusted calling name and logo
Monitor telephone-number reputation
Identify telephone numbers experiencing spam-labeling or reputation issues

You will help our partners take these capabilities to their enterprise customers across banking, financial services, healthcare, retail, utilities, travel, contact centers and other high-volume calling environments.

What You’ll Own

Build the East Coast Partner Ecosystem

Develop and expand relationships with TSDs, technology advisors, MSPs, VARs, telecom consultants and strategic technology partners throughout the Eastern United States.
Identify partners with the customer base, technical capabilities and sales organization to generate meaningful enterprise opportunities for TNS.

Generate Partner-Sourced Pipeline

This role is measured on business creation.
You will work with partners to identify target accounts, develop joint account strategies, initiate customer conversations and create qualified enterprise opportunities.
Success means partners aren’t simply registered with TNS....they are actively selling TNS.

Activate Existing Partners

Build strong relationships with partner sales representatives, channel managers, engineers and leadership teams.
Educate partners on where TNS fits within their customer conversations and give them simple, compelling reasons to bring TNS into opportunities.

Create Demand

Develop creative partner-led prospecting campaigns, account-mapping strategies, customer workshops, executive introductions and educational programs that generate new conversations.
You should be comfortable helping a partner move from: “What does TNS do?” to: “I have five customers that need to hear this.”

Sell Alongside Partners

Participate directly in enterprise customer meetings.
Help partners uncover challenges related to spoofing, fraud, telephone-number reputation, branded calling, contact-center performance and consumer trust.
Work closely with TNS enterprise sales resources to advance opportunities from initial conversation through close.

Develop Strategic Relationships

Build relationships across the partner organization vs one channel contact.

Successful Candidates Will Develop Advocates Within

Partner sales organizations
Sales engineering
Partner leadership
Marketing
Customer-success teams
Enterprise account executives
Regional sales leadership

Represent TNS in the Market

Attend partner events, regional conferences, customer meetings, sales kickoffs, technology events and industry gatherings.
You will be expected to become a recognized resource for partners seeking guidance around enterprise voice trust, calling authentication, spoof protection and telephone-number reputation.

How Success Will Be Measured

We believe channel performance should be measured by outcomes not simply activity.

Core Performance Metrics Will Include

Partner-sourced recurring revenue
Partner-sourced qualified pipeline
Net-new enterprise opportunities
Number of productive revenue-generating partners
Growth within existing strategic partners
New partner recruitment
Partner seller engagement
Joint customer meetings
Pipeline velocity and opportunity progression
Achievement of quarterly and annual revenue targets

What We’re Looking For | Required

5+ years of technology, SaaS, telecom, cloud, cybersecurity or communications sales experience
3+ years of channel, partner or indirect-sales experience
Demonstrated success generating revenue through partners
Strong understanding of the technology-channel ecosystem
Experience building executive and seller-level partner relationships
Proven ability to develop pipeline rather than simply manage existing relationships
Strong presentation and customer-facing communication skills
Ability to independently manage a large geographic territory
Comfortable working in a fast-moving, entrepreneurial sales environment
Ability and willingness to travel throughout the Eastern United States

Highly Preferred

Experience working with or selling through: