Director, Partner Sales

This is a fully remote position, open to applicants in Georgia.

📋 Description

• Develop and implement a comprehensive third-party reseller and indirect sales strategy that aligns with the company's growth objectives.

• Lead, mentor, and cultivate the Partner Sales Manager team by setting performance expectations, goals, and accountability standards.

• Create monthly execution plans aimed at achieving subscriber, revenue, penetration, and productivity targets.

• Formulate market-level strategies and broaden third-party sales partnerships in both existing and new markets.

• Define operating standards, processes, reporting mechanisms, and performance management practices.

• Direct the New Business Development initiative with quarterly onboarding objectives.

• Build and sustain strategic relationships with senior leaders of key reseller and third-party sales organizations.

• Identify, assess, negotiate, recruit, and onboard new reseller partners.

• Develop partner portfolios, business plans, and regular executive-level business reviews.

• Enhance the performance of underachieving partners and recommend actions for expansion, reduction, or termination of partnerships.

• Oversee partner referral strategies and associated programs.

• Identify and initiate new reseller, referral, affinity, community, and strategic partnerships.

• Build a qualified pipeline of prospective partners and business development opportunities.

• Foster relationships with potential partners, community organizations, property owners, and business stakeholders.

• Create business cases for new channel opportunities.

• Collaborate with Marketing, Finance, Legal, Operations, and Sales leadership to introduce new routes to market.

• Act as the primary leadership contact between the third-party sales organization and internal business units.

• Coordinate sales activities with service availability and installation capabilities.

• Identify and address customer experience and order quality challenges.

• Establish and uphold standards for sales quality, customer experience, brand representation, and regulatory compliance.

• Monitor sales quality indicators, customer complaints, cancellations, and performance trends.

• Investigate and resolve issues related to compliance or sales quality.

⛳️ Requirements

• A Bachelor's degree in Business, Marketing, Communications, or a related field is preferred; equivalent education and relevant experience will be considered.

• Over 8 years of progressive sales leadership experience, ideally within the telecommunications, broadband, cable, wireless, or a similar industry.

• At least 5 years of experience managing indirect sales, dealer, reseller, or third-party sales channels in the FTTH sector.

• Proven experience in leading sales managers and geographically dispersed sales teams.

• Demonstrated ability to create and implement sales strategies that drive subscriber, revenue, and market penetration growth.

• Experience in developing partner compensation, performance management, and incentive programs.

• Strong analytical capabilities with a background in developing forecasts, business plans, and performance reports.

• Familiarity with territory management and sales enablement platforms; experience with SalesRabbit is preferred.

• Willingness to travel regularly across company markets, including field visits and partner meetings.

🏝️ Benefits

• Medical, dental, and vision plans.

• Life insurance coverage for self, spouse, and children.

• Paid Time Off.

• 10 Paid Holidays.

• 401(k) plan.

• Employee Assistance Program.

• Employee Referral Program.

• Complimentary services for those residing within the service area.

• Access to LinkedIn Learning.

• Associate recognition program.

• Opportunities for advancement.

• Collaborative work environment.