Position Overview
Channel Management assumes Leadership of the Partner’s experience with the standard FiberLight Master/Agent partners and Customer Success policies, processes, and tools as well as those created specifically for the Partner Channel. The responsibilities include building, growing, and maintaining mutually beneficial relationships with the right strategic Partners to expand our market share. This role identifies, recruits, and manages an assigned account base of indirect sales, and telecommunications partners to generate revenue by executing channel programs.
This is a territorial role, working with Partners in a specific area. Essential Job Functions
- Drive in-flight sales opportunities with Partner/Customer/Internal teams
- Develop and implement opportunities to cross-sell and up-sell accounts, increasing overall revenue spent by targeted customers.
- Create account plans and strategies to win new business from existing customers thru Partners.
- Solution pricing review and negotiation
- Develop sales in a designated account base by working with partners to identify new sales opportunities.
- Responsible for Funnel, Promo, Spiff, and Deal reviews
- SFA opportunity creation and Funnel Management
- Partner Engagement – New partner activation, dormant partner reactivation, relationship building
- Provide accurate and detailed weekly, monthly, and quarterly forecast funnel of identified and proposed opportunities to meet and exceed quota requirements.
- Manage and serve as the escalation path for end customers and partners to ensure superior customer experience.
- Coordinate and deliver training and onboarding programs for Partners to ensure sales readiness for company products and processes, including product and systems training.
- Coordinate with Inside Sales on partner sales opportunities, prepare customer presentations, and coordinate with internal groups (sales engineering, product, etc.) during the sales process.
Requirements
- Bachelor’s degree preferred
- Channel Experience Preferred
- Salesforce and OSS experience
- 1+ year in Channel Account Management or similar role
- Minimum of 3 years’ recent customer implementation experience
- Excellent ability to analyze and solve problems in a team environment.
- Strong Microsoft Office, especially Excel, skills a must.
- Strong verbal and written communications skills a must.
- Must be customer service driven with an upbeat and outgoing personality.
- Must be proactive with excellent follow-through.
- Telecom experience is preferable.
Physical Requirements
- Must be able to sit, stand, walk, stoop, kneel and reach.
- Must be able to speak, write, read, and understand English.
- Must have visual acuity.
- Must be able to lift 0-25 pounds.
FiberLight, LLC is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship.
FiberLight LLC makes hiring decisions based solely on qualifications, merit, and business needs at the time. NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as negotiated to meet the ongoing needs of the organization.
