Executive Director – Channel Sales; U.S. Remote
Position: Executive Director – Channel Sales (U.S. Remote) Position Overview Reports To: Head of Integrated Sales Solution and Support Services (iS3) Department: Sales - iS3 Employment Type: Full-Time Position Summary: The Executive Director, Channel Sales owns NWS's global indirect go-to-market, setting channel strategy, partner economics, and scalable execution to expand market reach and accelerate profitable growth. The role leads a multi-region channel organization, defines the partner program (tiers, incentives, rules of engagement), and sponsors the digital partner experience (PRM/portal, commerce, partner APIs) through cross-functional teams. The Executive Director holds P&L accountability for partner-sourced revenue and associated investments (MDF/rebates), ensures forecast predictability, and continually improves partner productivity and ROI.
Key Responsibilities
- Channel Strategy & Leadership:
- Design and implement a scalable, data-driven channel strategy aligned with the company's growth objectives.
- Lead the channel sales team to drive revenue and profitability through indirect sales.
- Develop go-to-market (GTM) strategies with key partners to support product launches, territory expansion, and vertical targeting.
- Partner Ecosystem Management:
- Identify, recruit, and onboard new channel partners.
- Manage ongoing partner relationships and performance metrics.
- Build partner portal, white label webstore, EDI-based partner APIs, programs for partner enablement, certification, MDF, and co-branded campaigns.
- Revenue Growth & Forecasting:
- Own the indirect sales revenue target; set channel quotas and deliver forecast accuracy.
- Analyze and report on partner pipeline, performance, and ROI of channel programs.
- Cross-Functional Collaboration:
- Work closely with sales, marketing, operations, and product teams to support channel success.
- Partner with legal and finance/procurement teams to develop agreements, pricing structures, and compliance protocols.
- Market Intelligence & Innovation:
- Monitor competitive landscape and evolving channel models in telecom and technology sectors.
- Implement tools and systems (e.g., PRM platforms) to streamline partner experience and reporting.
- Oversee Product Line Management:
- PLM will own and manage the lifecycle, profitability, and strategic direction of assigned telecommunications product lines within a distribution environment. This role drives growth through product strategy, supplier relationship management, pricing, inventory planning, and training. The PLM acts as the bridge between vendors, sales, marketing, operations, and customers to ensure competitive advantage and revenue growth.
Product & Portfolio Responsibilities
- Product Portfolio Management:
- Own end-to-end management of assigned product lines (e.g., fiber optics, wireless infrastructure, copper cabling, active/passive components).
- Conduct market research to assess trends, demand, competitor positioning, and customer needs.
- Manage product launches, enhancements, and end-of-life planning.
- Supplier & Vendor Relations:
- Build and maintain strong relationships with OEMs and vendors.
- Negotiate pricing, rebates, incentives, and MDF.
- Drive joint go-to-market strategies with key suppliers.
- Sales & Channel Enablement:
- Support sales teams with product training, pricing strategies, and positioning guidance.
- Create sales tools, marketing collateral, and product comparison resources.
- Participate in customer meetings and trade shows as needed.
- Financial Performance & Inventory Management:
- Own P&L responsibility for product line performance.
- Set pricing and margin targets based on competitive and market analysis.
- Collaborate with operations and purchasing to forecast demand and optimize inventory levels.
- Cross-Functional Collaboration:
- Work with marketing, operations, logistics, and IT to execute on product-related initiatives.
- Ensure accurate product data and content is maintained in ERP and e-commerce systems.
Qualifications
- Bachelor's degree in Business, Telecommunications, or related field (MBA preferred).
- 10+ years of experience in channel sales/partner management, including leadership roles in telecom, wireless, broadband, or distribution.
- Proven track record of building high-performance channel ecosystems and…
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