Channel Sales Director

Gtt Communications S.R.L - Remote, OR

Full-time - Senior

Remote, OR

Telecommunications

About the position

A Channel Sales Director for GTT is responsible for identifying, developing, and expanding relationships with distributors, resellers, and retailers. This role is crucial in generating additional demand through partner events, studying the market for newer trends, managing channel conflicts, and fostering relationships between channel partners and sellers. The Channel Sales Director will be tasked with scheduling promotional work and tracking sales activities, quoting prices, preparing proposals, providing information regarding terms and delivery, and negotiating contracts. The position involves developing new business within the assigned region or industry, gathering data on marketing trends, competitive products, and pricing. The Channel Sales Director will present products or services to stakeholders, answer customer questions, and address their needs. Prospecting new business, setting and closing appointments with key decision-makers, servicing existing business, and developing strong client relationships are also key responsibilities. The role requires ensuring that sales teams are knowledgeable about partners, available solutions, and how to leverage these partners to drive growth in accounts. Additionally, the Channel Sales Director is responsible for identifying and penetrating prospective Enterprise customers headquartered in the assigned target market, generating sales revenue by promoting GTT products and services to partners, and leading all stages of the sales cycle as needed to support the conversion of opportunities to sales. Maintaining comprehensive knowledge of the industry and customers to propose unique solutions, executing sales strategies that meet or exceed revenue objectives, and creating strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business are essential functions of this role. The Channel Sales Director will also track, analyze, and report sales activity using GTT's internal sales reporting tools.

Responsibilities

• Identify, develop, and expand relationships with distributors, resellers, and retailers.
• Generate additional demand through partner events.
• Study the market for newer trends and manage channel conflicts.
• Schedule promotional work and track sales activities.
• Quote prices, prepare proposals, and provide information regarding terms and delivery.
• Negotiate contracts with partners and clients.
• Develop new business within assigned region or industry.
• Gather data on marketing trends, competitive products, and pricing.
• Present products or services to stakeholders and answer customer questions.
• Prospect new business and set appointments with key decision makers.
• Service existing business and develop strong client relationships.
• Ensure sales teams know partners and available solutions to drive growth.
• Identify and penetrate prospective Enterprise customers in the target market.
• Generate sales revenue by promoting GTT products and services to partners.
• Lead all stages of the sales cycle to support conversion of opportunities to sales.
• Maintain comprehensive knowledge of industry and customers to propose unique solutions.
• Execute sales strategy that meets or exceeds revenue objectives.
• Create strong relationships based on trust and customer satisfaction.
• Track, analyze, and report sales activity using internal tools.

Requirements

• 7+ years of experience in Channel sales in the telecommunications/technology sector.
• Demonstrated success in consistently meeting or exceeding a monthly sales quota.
• Thorough knowledge of the enterprise customer base in the assigned geography.
• Proven ability to generate leads, penetrate new accounts, and develop/manage a pipeline.
• Excellent interpersonal and communication skills, both verbal and written.
• Strong facilitation and presentation techniques.
• Strong leadership/team skills with a positive track record in executing sales processes.
• Ambition and a willingness to learn and develop professionally.

Nice-to-haves

• Experience with cloud networking solutions.
• Familiarity with SD-WAN and security services.
• Knowledge of sales processes, tools, and techniques.