Job Description
Executive Director - Channel Sales Location: Global Reports To: Head of Integrated Sales Solution and Support Services (iS3) Department: Sales - iS3 Employment Type: Full-Time Position Summary: The Executive Director, Channel Sales owns NWS's global indirect go-to-market, setting channel strategy, partner economics, and scalable execution to expand market reach and accelerate profitable growth. The role leads a multi-region channel organization, defines the partner program (tiers, incentives, rules of engagement), and sponsors the digital partner experience (PRM/portal, commerce, partner APIs) through cross-functional teams. The Executive Director holds P&L accountability for partner-sourced revenue and associated investments (MDF/rebates), ensures forecast predictability, and continually improves partner productivity and ROI. Key Responsibilities: • Channel Strategy & Leadership: • Design and implement a scalable, data-driven channel strategy aligned with the company's growth objectives. • Lead the channel sales team to drive revenue and profitability through indirect sales. • Develop go-to-market (GTM) strategies with key partners to support product launches, territory expansion, and vertical targeting. • Partner Ecosystem Management: • Identify, recruit, and onboard new channel partners. • Manage ongoing partner relationships and performance metrics. • Build partner portal, white label webstore, EDI based partner APIs, programs for partner enablement, certification, marketing development funds (MDF), and co-branded campaigns. • Revenue Growth & Forecasting: • Own the indirect sales revenue target; set channel quotas and deliver forecast accuracy. • Analyze and report on partner pipeline, performance, and ROI of channel programs. • Cross-Functional Collaboration: • Work closely with sales, marketing, operations, and product teams to support channel success. • Partner with legal and finance/procurement teams to develop agreements, pricing structures, and compliance protocols. • Market Intelligence & Innovation: • Monitor competitive landscape and evolving channel models in telecom and technology sectors. • Implement tools and systems (e.g., PRM platforms) to streamline partner experience and reporting. • Oversee Product Line Management: • PLM will own and manage the lifecycle, profitability, and strategic direction of assigned telecommunications product lines within a distribution environment. This role is responsible for driving business growth through product strategy, supplier relationship management, pricing, inventory planning, and internal/external product training. The PLM acts as the bridge between vendors, sales, marketing, operations, and customers to ensure competitive advantage and revenue growth. Key Responsibilities: • Product Portfolio Management: • Own the end-to-end management of assigned product lines (e.g., fiber optics, wireless infrastructure, copper cabling, active/passive components). • Conduct market research to assess trends, demand, competitor positioning, and customer needs. • Manage product launches, enhancements, and end-of-life planning. • Supplier & Vendor Relations: • Build and maintain strong relationships with OEMs and vendors. • Negotiate pricing, rebates, incentives, and marketing development funds (MDF). • Drive joint go-to-market strategies with key suppliers. • Sales & Channel Enablement: • Support sales teams with product training, pricing strategies, and positioning guidance. • Create sales tools, marketing collateral, and product comparison resources. • Participate in customer meetings and trade shows as needed. • Financial Performance & Inventory Management: • Own P&L responsibility for product line performance. • Set pricing and margin targets based on competitive and market analysis. • Collaborate with operations and purchasing to forecast demand and optimize inventory levels. • Cross-Functional Collaboration: • Work with marketing, operations, logistics, and IT to execute on product-related initiatives. • Ensure accurate product data and content is maintained in ERP and e-commerce systems. Qualifications: • Bachelor's degree in Business, Telecommunications, or related field (MBA preferred). • 10+ years of experience in channel sales/partner management, including leadership roles in telecom, wireless, broadband, or distribution. • Proven track record of building high-performance channel ecosystems and exceeding revenue goals. • Strong understanding of telecommunications technologies, services, and distribution channels. • Exceptional leadership, communication, and negotiation skills. • Strategic thinker with the ability to execute in a fast-paced, dynamic environment. • Strong understanding of telecom infrastructure products and market dynamics. • Proven ability to manage multiple product lines and vendors. • Excellent analytical, negotiation, and communication skills. • Proficiency with ERP systems (e.g., SAP, Oracle) and data analysis tools (e.g., Excel, Power
Apply tot his job
Apply To this Job