National Director – Channel Development

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

📋 Description

• Design and implement national channel development strategies aimed at enhancing partner-generated pipeline and driving revenue growth.

• Establish and nurture executive-level relationships with both national and regional channel partners.

• Identify strategic prospects, opportunities, and collaborative go-to-market initiatives in partnership with Channel leadership and Channel Account Managers.

• Develop product knowledge and sales skills within key partners, influencing their go-to-market and sales strategies.

• Foster technical pre-sales and post-sales practice development within essential partner organizations.

• Analyze partner performance data and analytics to pinpoint opportunities, enhance results, and boost demand for Fusion Connect solutions.

• Set partner performance expectations and KPIs, assessing outcomes against established objectives.

• Manage partner contractual obligations, ensuring compliance with company policies, procedures, and ethical standards.

• Lead and engage in regional and partner Quarterly Business Reviews (QBRs) that cover performance, pipeline, opportunities, and strategic priorities.

• Collaborate with Sales, Marketing, Product, Professional Services, and Support teams to advance channel initiatives and address obstacles.

• Provide insights on channel performance, forecasts, and strategic recommendations to senior leadership.

• Represent Fusion Connect at key partner meetings, business reviews, and industry events.

⛳️ Requirements

• A Bachelor’s degree in a relevant field is preferred.

• Relevant education may be substituted with two years of related experience for each year of education.

• A minimum of five (5) years of experience in channel development is required.

• Familiarity with national VARs, Distributors, MSPs, SaaS Providers, Service Providers, and System Integrators is essential.

• Strong background in solution-selling and strategic sales is necessary.

• Proven track record of developing channel partnerships and meeting pipeline and revenue targets.

• Demonstrated capability to build and influence executive-level partner relationships.

• Extensive knowledge of SD-WAN, UCaaS, Networking, and Managed Services is expected.

• Strong business acumen, along with analytical, organizational, and strategic planning abilities.

• Excellent written, verbal, presentation, negotiation, and relationship-management skills are required.

• Proven ability to lead cross-functional initiatives and influence stakeholders without direct authority.

• Must be able to work independently, exercise sound business judgment, and manage multiple strategic priorities effectively.

• Willingness to travel across the U.S. for partner meetings, business reviews, and events is necessary.

🏝️ Benefits

• Opportunities for career advancement.

• Chance to make a significant impact and collaborate with innovative teams.

• A company culture that values the voices of its employees.