Telecom Channel Chief

Unity Communications; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Remote work

Competitive salary

Career development opportunities

Collaborative work environment

Job summary

Unity Communications is seeking a Channel Chief to lead indirect sales, partner ecosystem, and the channel program. This senior executive will design and run the strategy that enables resellers, MSPs, EOR providers, distributors, and alliances to bring Unity’s services to market.

You will define the GTM approach, manage partner relationships across the US, LATAM, Asia, and Europe, and hire and lead the partner management and channel marketing teams to drive growth and governance.

Qualifications

• 10+ years in channel, alliances, or partner sales leadership, with at least 5 years at director level or above.
• Proven track record building or scaling a partner program in BPO, outsourcing, telecom, or managed services.
• Demonstrated ownership of a channel revenue target and results against it.
• Experience managing channel conflict and structuring partner compensation.
• Strong executive presence and the ability to negotiate and communicate with senior leaders at partners and clients.
• Experience working with distributed teams and partners across the US, Latin America, Asia, and Europe.
• Working knowledge of PRM and CRM platforms (HubSpot).
• Bachelor’s degree in business or related field; MBA preferred.

Responsibilities

• Strategic planning: Define and direct the channel go-to-market strategy, including partner selection, tiering, and partnership terms.
• Relationship management: Build and maintain trust with VARs, MSPs, EOR providers, distributors, telecom carriers, and alliance partners.
• Performance tracking: Monitor partner sales volume, deal registrations, pipeline contribution, and engagement, and report results to executive leadership.
• Enablement and incentives: Own partner training, certification, commission and incentive frameworks, and co-marketing resources.
• Conflict resolution: Mediate channel conflict between direct sales and indirect partners, and among partners pursuing the same opportunity.
• Leadership advocacy: Champion partner investment, resourcing, and priorities with the CEO, COO, and the broader leadership team.
• Program governance: Maintain partner agreements, deal registration rules, and program policies, working with Legal and Finance.
• Team leadership: Hire, develop, and lead the partner management, channel marketing, and partner operations team across regions.

Skills

Channel leadership

Partnership sales

Strategic planning

Executive communication

Program development

Negotiation

Global stakeholder management

CRM/PRM knowledge

Education

Bachelor's degree in business

MBA preferred

Tools

HubSpot

Job description

Location: Remote (US BASED)

Role Summary

The Channel Chief is the senior executive accountable for Unity’s indirect sales, partner ecosystem, and channel program structure. This leader builds and runs the strategy through which resellers, MSPs, EOR providers, distributors, and alliance partners bring Unity’s services to market, and represents the partner voice at the executive table.

Key Responsibilities

• Strategic planning: Define and direct the channel go-to-market strategy, including partner selection, tiering, and partnership terms.

• Relationship management: Build and maintain trust with VARs, MSPs, EOR providers, distributors, telecom carriers, and alliance partners.

• Performance tracking: Monitor partner sales volume, deal registrations, pipeline contribution, and engagement, and report results to executive leadership.

• Enablement and incentives: Own partner training, certification, commission and incentive frameworks, and co-marketing resources.

• Conflict resolution: Mediate channel conflict between direct sales and indirect partners, and among partners pursuing the same opportunity.

• Leadership advocacy: Champion partner investment, resourcing, and priorities with the CEO, COO, and the broader leadership team.

• Program governance: Maintain partner agreements, deal registration rules, and program policies, working with Legal and Finance.

• Team leadership: Hire, develop, and lead the partner management, channel marketing, and partner operations team across regions.

Qualifications

• [10+] years in channel, alliances, or partner sales leadership, with at least [5] years at director level or above.

• Proven track record building or scaling a partner program in BPO, outsourcing, telecom, or managed services.

• Demonstrated ownership of a channel revenue target and results against it.

• Experience managing channel conflict and structuring partner compensation.

• Strong executive presence and the ability to negotiate and communicate with senior leaders at partners and clients.

• Experience working with distributed teams and partners across the US, Latin America, Asia, and Europe.

• Working knowledge of PRM and CRM platforms (for example HubSpot) and partner analytics.

• Bachelor’s degree in business or a related field. MBA preferred.

Benefits

• Competitive salary

• Remote work

• Monday through Friday schedule

• Career development opportunities

• Collaborative work environment