Channel Relationship Manager

The Channel Relationship Manager is part of the Channel Alliance sales organization and is responsible for sales and revenue growth in a geographic territory which includes designated Regional Partners, Subagents and branches of National Partners. Our Channel Relationship Managers are expected to use consultative selling skills along with a strong understanding of the datacenter industry, network connectivity and hybrid / public / private cloud to consistently achieve quota attainment in the hosting, managed services, cloud and/or colocation business. They are also expected to develop highly productive reseller and referral partner relationships so that partners become self-sufficient in marketing and selling our products.


Job Responsibilities:

  • Management of sales opportunities with all designated Partners, providing accurate and updated sales funnel with current status.
  • Management and execution of Partner planning document.
  • Development of territory plan, including documenting recruiting strategy.
  • Meeting with Partners, participation in joint sales calls to customers and assisting the Partner in closing opportunities.
  • An in-depth knowledge of the features and benefits and requirements of the Business Partner Program and the ability to articulate it to Partners along with the value proposition.
  • Assisting Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources.
  • Training partners on Product, Process, Partner & Marketplace.
  • Escalation of any pricing, SLA or other issues as needed.
  • Coordination of Partner access to Sales Engineering, Field Marketing and overlay resources as appropriate.
  • Maintaining an up-to-date sales funnel in Marketplace.
  • Dissemination of all communications and announcements.
  • Coordination of local Partner participation in events and training.
  • Driving product and promotions and programs.
  • Keeping all Partners profiled in Marketplace.
  • Attendance of Shows and conference calls, as designated by management.
  • Reading of all communications and maintaining a high level of knowledge on all products, programs and promotions.
  • Management of all market development fund requests and claims.


Minimum Qualifications:

  • Bachelor's degree or equivalent education and/or 6 years of experience selling voice/data, hosting, managed services, cloud and/or colocation solutions to businesses.
  • Regional Travel Required.
  • Must have a valid drivers license and satisfactory driving record required.


Preferred Qualifications:

  • Previous experience meeting and exceeding a monthly sales quota.
  • Presentation skills for both small and large groups.
  • MS Office Products (Word, Excel, PowerPoint etc.)
  • Strongly prefer experience selling and supporting within an indirect channel or partner based sales program for IT Organizations, Independent Software Vendors, PaaS, IaaS, VAR's , System Integrators and telecommunications agents.
  • Experience with internal CenturyLink systems.