VP Channel Sales - Virtual, East Coast

New York, NY 10010

Job ID: 7159 Category: Business Development, Sales Industry: Vendor-Videocon/ AV Level of Experience: Mid-Senior

VP, Channel Sales -  Virtual, East Coast

Our client is a leading provider of Enterprise Video Content Management services and is currently seeking  an experienced VP Channel Sales for their US Operations to strengthen channel and reseller partnerships, and  drive revenue growth.

This is a  virtual office position with a strong preference for candidates for based in the Eastern time zone.   

The VP Channel Sales person responsible for the management of reseller,   channel and strategic technology partners (ISVs, VARs, SIs, MSPs)   that will result in new and expanded business opportunities   for the firm. The qualified candidate will promote channel and partner development, optimize channel management and 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
  • Promote consistent collaboration  and planning between partner representatives, sales engineering and support team
  • Establish and execute sales strategies with sales management
  • Report on pipeline, and progress towards company goals.
  • 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
  • Travel 25-35% on average.


Education, Experience and Skills Requirements:
  • Bachelor’ s degree in technical or business discipline
  • 8-10+ years’ experience with regional partner management (Carriers, VARs, MSPs etc)
  • Strong recruiter of channel partners.
  • Existing Rolodex of Channel relationships.  Fast ramp to adding partners essential.
  • Sales experience and technical knowledge in some (not all!) of the following:
    • Video technologies, such as VOD, IPTV, OTT, Streaming, Content Delivery, Videoconferencing.
    • Unified Communications (CPE-based, Cloud-based, SaaS, UCaaS)   applications, VoIP, Hosted VoIP, PBX and other messaging technologies.
  • Highly motivated and able to work in a dynamic company and industry
  • Self-starter in a team or independent setting
  • Knowledge of CRM, Marketing Automation, Content Marketing, Lead Generation.
  • 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

channel, sales, partner, business development, collaboration, cloud, SaaS, UCaaS

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