Channel Manager

BASIC FUNCTION

We are currently seeking a talented Regional Channel Manager for a 100% remote work environment. Responsible for building relationships with clients in order to sell conferencing solutions within assigned channel (e.g., web, video, phone, etc) and/or gain additional market share of existing business; Sell wholesale conferencing solutions by targeting telecom carriers, clec's, lec's, system integrations, consultants, master agencies, etc; Continually prospect to include significant efforts in cold calling new sales leads following the sales process from beginning to end; establish an excellent working relationship with assigned client contact or client representative and continuously strive to improve the level of overall service.

MAJOR JOB ACCOUNTABILITIES

Channel Sales Functions - Responsible for building relationships with clients in order to sell conferencing solutions with assigned channel (e.g., web, video, phone, etc) and/or gain additional market share of existing business while adhering to corporate and departmental policies and procedures.

• Sell wholesale conferencing solutions by targeting telecom carriers (e.g., clec's, lec's, system integrations, consultants, master agencies, etc)
• Continually prospect to include significant efforts in cold calling new sales leads following the sales process from beginning to end
• Establish an excellent working relationship with assigned client contact or client representative and continuously strive to improve the level of overall service
• Arrange training sessions for new implementations as necessary ensuring timelines are met
• Responsible for continuously up-selling conferencing solutions within assigned departments to new users or when opportunity presents itself
• Review reporting needs of the client and determine if standard or custom reports are necessary
• Work with internal departments in development of custom reports in a timely manner
• Review selected client communications (e.g., major proposals, direct mail copy, problem resolution correspondence, etc.) prior to distribution
• Ensure that all invoice are set up correctly and are paid in a timely and accurate manner as assigned
• Assist with supporting and growing the revenue and business by booking appointments
• Maintain up-to-date knowledge of assigned business segments products and services in order to determine if they are compatible with prospects within assigned channel

Client Relations - Establish an excellent working relationship with new and existing clients continuously striving to improve the business relationship and level of overall service the assigned business segment is providing

• Prospect and develop new and current client relationships which will be achieved through cold calling and consistent follow-up
• Ensure the unique needs of the client are understood and identify improvements needed to enhance sales and business relationships, increase revenue, and exceed the client's expectations
• Perform quality review of services provided
• Review trends and customer complaints to evaluate efficiency of work flow and current methods and procedures
• Identify trends indicating the need to revise existing methods and procedures
• Serve as a client advocate ensuring quality and delivery of service ensuring all client or internal issues are followed through to resolution in a timely manner
• Maintain current and up-to-date knowledge of clients
• Provide feedback to management when client expectations appear to be unreasonable or unrealistic and recommend feasible solutions
• Identify any obstacles to providing the highest quality customer service and communicate constructive feedback to management

Problem Resolution - Proactively oversee the activities involved in quality resolution of problems related to area of responsibility.

• Respond with a sense of urgency to problems escalated to employee's level
• Escalate to supervisor any situation outside the employee's control that could adversely impact the services being provided
• Place the highest priority on providing quality service by ensuring the unique needs of internal/external customers are met
• Ensure quality resolution and thorough and accurate documentation of issues
• Provide analysis and feedback to management staff and appropriate departments regarding recurring problems, recommending improvements aimed at reducing future occurrences of problems
• Participate in creating, administering, and continuously updating procedures for resolution of all related issues

Team Interface/Customer Service - Establish and maintain a professional relationship with internal/external customers, team members and department contacts

• Cooperate with team members to meet goals or complete tasks
• Provide quality customer service that exceeds customer expectations and improves level of service being provided
• Treat all internal/external customers, team members and department contacts with dignity/respect
• Escalate to supervisor any situation outside the employee's control that could adversely impact the services being provided

MINIMUM QUALIFICATIONS

Applicant for this job will be expected to meet the following minimum qualifications.

Education

Bachelors Degree from an accredited college or university required with major course work in business administration, marketing, or a related field required. Equivalent work experience in a similar position may be substituted for educational requirements

Experience

• Minimum of four years sales experience required
• Intermediate knowledge of Word, Excel, PowerPoint, and Outlook required

Preferred

• 7+ years U.S. Channel Sales with a track record of success in dealing with multiple types of Partners including Master Agents, MSPs and VARS.
• UCaaS sales experience is required; SaaS experience a plus
• Track record of results-oriented sales with a proof of quota attainment and exceeding performance objective

• Strong presentation and communication skills; experience working on RFP’s a plus
• Technical aptitude to drive solutions-based selling with Partners and Customers
• Strong prospecting, selling and closing skills
• Self-starter, highly motivated, problem solver and analytical thinker
• Ability to thrive in a team atmosphere, appreciate aggressive goals, have excellent organizational/time management skills with a can-do attitude
• Must be customer-centric who can maintain high levels of Partner and client satisfaction
• Proficient in Microsoft Office and Salesforce required
• Must be willing to travel up to 50% of the time, primarily within the USA

The salary range for this position is between $73,500 - $117,600.