Executive Director – Channel Sales (U.S. Remote)
Executive Director - Channel Sales Location: Global 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, marketing development funds (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 is responsible for driving business growth through product strategy, supplier relationship management, pricing, inventory planning, and internal/external product training. The PLM acts as the bridge between vendors, sales, marketing, operations, and customers to ensure competitive advantage and revenue growth. Key Responsibilities:
- Product Portfolio Management:
- Own the 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 marketing development funds (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 exceeding revenue goals.
- Strong understanding of telecommunications technologies, services, and distribution channels.
- Exceptional leadership, communication, and negotiation skills.
- Strategic thinker with the ability to execute in a fast-paced, dynamic environment.
- Strong understanding of telecom infrastructure products and market dynamics.
- Proven ability to manage multiple product lines and vendors.
- Excellent analytical, negotiation, and communication skills.
- Proficiency with ERP systems (e.g., SAP, Oracle) and data analysis tools (e.g., Excel, Power
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