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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 arenaflex; 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 BI). Key Performance Indicators (KPIs): • Channel-sourced revenue growth • Partner acquisition and retention rates • Channel sales pipeline health • Partner satisfaction and enablement metrics • Forecast accuracy and quota attainment • Completion of Technology Platforms: Partner Portal, Webstore, Partner API's About NWS NWS empowers service providers, integrators, contractors, and organizations of all sizes to stay ahead of the curve. Established in 2012 and headquartered in Greensboro, North Carolina, USA, NWS boasts an extensive range of services across three key market segments.Our cable solutions showcase cutting-edge copper, fiber, and hybrid designs. With a proficient team of engineers, manufacturing, and supply chain experts, we can tailor these custom-trunked cable solutions to precise specifications, ensuring our clients benefit from the most reliable and efficient telecom solutions on the market.Join our energetic and vibrant team of skilled professionals and be part of the excitement at NWS. Our employees enjoy a culture that values initiative, teamwork, high values, and integrity.To learn more about us, please visit our website at nwsnext.com - Wireless Solutions (NWS) is committed to maintaining a safe, compliant, and professional workplace. As part of our hiring process, all offers of employment are contingent upon the successful completion of a background check and drug screening, where permitted by law.Background checks may include, but are not limited to, verification of employment history, education, criminal records, and other relevant factors in accordance with applicable federal, state, and local laws.Drug screening may be required based on the nature of the position and applicable regulations. NWS complies with all relevant laws regarding drug testing, including any accommodations required under the Americans with Disabilities Act (ADA) or other applicable statutes.A candidate's failure to pass the background check or drug screening may result in the withdrawal of an employment offer. Any falsification or omission of information during the hiring process may also be grounds for disqualification or termination of employment.By submitting an application to NWS, candidates acknowledge and consent to the company's background check and drug screening policies. Apply tot his job
