Regional Channel Manager

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

📋 Description

• Develop, recruit, and enhance strategic channel partnerships in the region to promote recurring revenue growth and market expansion.

• Create a sales-qualified pipeline through partner engagement, co-selling initiatives, demand generation campaigns, and territory development activities.

• Equip partners to effectively position and sell Sangoma’s UCaaS, CCaaS, VoIP, Hybrid Cloud, Voice, and Data solutions.

• Act as the main relationship owner for channel partners, offering continuous business planning, sales enablement, training, and operational support.

• Conduct regular partner business reviews (QBRs) focusing on pipeline growth, revenue performance, market opportunities, and strategic alignment.

• Collaborate with partners on joint go-to-market strategies, account mapping, lead generation campaigns, and competitive displacement opportunities.

• Enhance partner activation and engagement by implementing incentive programs, onboarding initiatives, and sales acceleration activities.

• Ensure precise pipeline forecasting, partner activity tracking, and opportunity management within CRM systems like Salesforce.

• Work cross-functionally with Sales, Marketing, Engineering, Product, and Support teams to maximize partner success and client satisfaction.

• Analyze market trends, competitive activities, and customer needs to discover new business opportunities and adjust territory strategies as necessary.

• Represent the voice of the partner by providing market feedback, customer insights, and competitive intelligence to internal stakeholders.

• Represent Sangoma at industry events, partner conferences, trade shows, and networking opportunities to enhance brand awareness and channel growth.

• Build executive-level relationships with partner leadership teams to boost strategic alignment and long-term business development.

⛳️ Requirements

• 3–5+ years of experience in channel sales, partner management, or indirect sales within Unified Communications, UCaaS, CCaaS, VoIP, telecom, cloud communications, or related technologies.

• Demonstrated success in generating partner-driven pipeline and achieving revenue growth through channel relationships in the assigned territory.

• Established connections with telecom agents, Technology Service Brokers, distributors, technology consultants, VARs, MSPs, or reseller partners in the region.

• Strong comprehension of UCaaS, CCaaS, VoIP, SIP, networking, cloud communications, and related business communication technologies.

• Experience in developing and executing territory growth strategies, partner business plans, and go-to-market initiatives.

• Proven ability to recruit, onboard, enable, and cultivate channel partners that yield measurable business results.

• In-depth knowledge of the competitive communications landscape, including providers like RingCentral, Zoom, Microsoft Teams Voice, Cisco, 8x8, Dialpad, or similar platforms.

• Experience in conducting partner training, QBRs, pipeline reviews, and executive-level business discussions.

• Exceptional communication, presentation, negotiation, and relationship-building skills with the capacity to influence stakeholders at all levels.

• Proficiency with CRM and channel management tools such as Salesforce, PRM platforms, and pipeline forecasting systems.

• Strong analytical and strategic planning capabilities with the ability to interpret market trends, sales data, and territory performance metrics.

• Self-motivated, highly organized professional with the ability to effectively manage multiple partner relationships and priorities.

• Willingness to travel throughout the territory as required to support partner engagement, events, and customer opportunities.

• Bachelor’s degree in Business, Marketing, Communications, or a related field is preferred.

• Experience with AI-powered communications, contact center technologies, or conversational AI solutions is an advantage.

🏝️ Benefits

• Extensive Benefit Options (Health, Vision, Dental, Long & Short term Disability) effective after a brief waiting period.

• Flexible PTO plan & Company Holidays.

• Entrepreneurial work environment coupled with high-growth career opportunities.

• We provide a competitive salary plus a variable component commensurate with the candidate's years of experience in this specific position and location.