Business Development Channel Partners - Unified Communications (East)

Paramus, NJ 07762

Category: Business Development Job Number: 7215 Industry: Vendor-VoIP Level of Experience: Mid-Senior

Director, Channel Business Development, Unified Communications

Our client is a leading provider of Unified Communications Software and seeks an experienced Channel Business Development Salesperson to work with Microsoft Channel Partners in North America.

This is a virtual office position, preferably based in the US Eastern Time zone, either in the Metro NY/NJ region OR in the Boston, MA region.  Position will be responsible for in-person meetings with channel partners in region.  Regular travel within US and Canada.

Channel Business Development will be responsible for the recruitment, negotiation and training of reseller channel partners (VARs, SIs, MSPs, Agents)  that will result in new and expanded business opportunities  for the firm. The qualified candidate will promote channel and partner development, product evangelization and revenue growth.


  • Develop strategic pipelines to increase sales and market share
  • Develop new businesses through building partner relationships, networking and lead generation
  • Develop and exhibit sales presentations to educate, promote, and close sales at the C-level
  • Travel as necessary to conduct sales operations and increase market share
  • Promote consistent collaboration  and planning between partner representatives and support team
  • Establish and execute sales strategies with regional sales management
  • Oversee partner activities such as forecasts, marketing, and relationship development
  • Collaborate with partners to identify leads and campaign for closing new businesses
  • Meet quarterly/annual sales quotas
  • Demonstrate initiative activity in a dynamic environment
  • Be an essential and trusted asset to both partners and regional support
  • Work within a sales and support team structure for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values
  • Sell consultatively and make recommendations to prospects and clients of the various solutions the company offers to their business issues


Education, Experience and Skills Requirements:

  • Bachelor’s degree in technical or business discipline
  • 5-8 years’ experience with regional partner management with particular emphasis on the Microsoft partner ecosystem (Carriers, VARs, MSPs, Agents, etc)
  • Strong recruiter of channel partners.
  • Excellent negotiation skills. Must have conclude initial agreements with channel partners, NOT just managed existing relationships.
  • Existing Rolodex of Channel relationship.  Fast ramp to adding partners essential.
  • Sales experience and technical knowledge in some of the following:
  • Role requires broad and deep technical and market knowledge of some of the following:
    • Unified Communications (CPE-based, Cloud-based, SaaS, UCaaS)
    • Microsoft Office 365 (O365)
    • Skype for Business (SfB)
    • VoIP & Hosted VoIP
    • IP-PBX
    • Messaging technologies
    • Nice to haves:  Videoconferencing, technology migration and provisioning tools.


  • Highly motivated and able to work in a dynamic company and industry
  • Self-starter in a team or independent setting
  • Knowledge of sales methodologies or a plus
  • Excellent oral, written and presentation communication to all user levels
  • Development of educational programs for clients, prospects, and employees
  • Knowledge of all service offerings, company technology, and competition
  • Understanding of pricing and proposal models
  • Strong troubleshooting skills – defining and resolving problems
  • Responsible, flexible and professional nature


Microsoft Skype for Business, S4B, Teams, PBX, Cisco, Avaya, Nortel, Mitel, Siemens, Alcatel Lucent, Unified Communication
Established in 1991, J. Patrick & Associates, Inc is an Executive Recruiting firm that focuses on Executive Management, Sales, Marketing and Technical roles within Information Technology markets. We have over 20 years of experience recruiting in every aspect of AV/VTC/UC, Application, Storage, Information/Network Security, Mobile Technologies and Telecommunications. We handle Contingency and Retained search, as well as contract staffing. Our clients include industry-leading Technology Vendors, Systems Integrators, Telecommunications Service Providers and End User organizations.

Jamie McDougall

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