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Channel Sales Manager

Logix Fiber Networks
3.3 out of 5
Dallas, TX
Full-time

Location

Dallas, TX

Benefits
Pulled from the full job description

  • 401(k)
  • 401(k) matching
  • Dental insurance
  • Employee assistance program
  • Flexible spending account
  • Health insurance
  • Health savings account

Full job description

Job Summary:

The Channel Manager (CM) role is a dedicated resource to our National Partners and VAR’s, acting as a trusted advisor and valued business consultant. The CM governs the overall relationship between the National Partner, VAR’s and Logix Fiber Network. The CM provides general administrative oversight and acts as an advocate of the Partner within Logix Fiber Networks. The CM establishes deep relationships with key National Partner and VAR stakeholders, and in collaboration with the local channel team(s) provides and manages to jointly develop business objectives and action plans, aligns mutual resources, engages in strategic sales opportunities, and ultimately drives profitable revenue growth for Logix Fiber Networks through our National Partners.

Competencies:

  • Strategic Planning: Develop and implement a strategic channel management plan aligned with the overall business objectives of the company.
  • Channel Development: Identify, recruit, and onboard new channel partners to expand the company's reach and market presence.
  • Sales and Negotiation Skills: Possess strong sales and negotiation skills to drive revenue through channel partners and negotiate favorable terms and agreements.
  • Technology Proficiency: Be proficient in using relevant technologies, tools, and software for effective channel management and reporting.
  • Cross-Functional Collaboration: Collaborate with internal teams, including sales, marketing, and product development, to ensure a seamless and integrated approach to channel management.

Supervisory Responsibilities: None

Logix Culture:

Each team member has a responsibility to support and operate in alignment with our culture and company values. The behaviors and actions for each value may be different depending on the team member’s role and are critical to both the success of team members and the company.

Duties / Responsibilities:

Business Development:

  • Drive and enable partners to migrate under proper unified Logix Fiber Networks Agent Agreement
  • Responsible for creating, developing, and managing joint business plans with assigned key initiatives and targeted sellers.
  • Develop marketing and technological activities to support initiatives in the field.
  • Review target sellers, align mutual resources, and support activity plan with leadership and Channel Managers from both Logix Fiber Networks and National Partner
  • Creates regular cadence for market-level reviews with Logix Fiber Networks Partner Channel Managers to ensure alignment and productivity.
  • Assist with and monitor execution of field plan activities and local/regional events.
  • Provide monthly activity execution updates to strategic partners and channel stakeholders.
  • Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
  • Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary.
  • Drive recruitment initiatives where applicable for underdeveloped markets and serve as an incubator for new, productive Agents for the Partner Channel Managers
  • Develop partner onboarding programs and strategies.
  • Serves as the Chief Evangelist of the Logix Fiber Networks Value Proposition Message within assigned National Partners and their Agent ecosystems.
  • Develop region level engagement strategies with Channel Leadership and Field resources.
  • Develop and coordinate Partner Training and Onboarding Programs

Marketing Development:

  • Support and coordination of National Partner events for those national in scope and coordinate with regional CMs for regional/local events.
  • Ensure any onsite requirements are met (giveaways, banners, marketing material, etc)
  • Be prepared to speak or secure appropriate resources for any speaking engagements.
  • Help negotiate and manage National Partner engagement agreements.

Strategic Partner Support:

  • Provide contacts and escalation path guidance for all areas of the business (presales, service delivery, post sales, commission inquiries/disputes, etc.)
  • Product/solution/process/policy/tools education and/or guidance as necessary
  • Provide Rules of Engagement (RoE) guidance
  • Work with partner compensation team in identifying necessary actions to resolve issues.
  • Provide oversight and direction to local CM team lead with strategic account requests.
  • Ensure assigned National Partner(s) are maintaining contract compliance.
  • Engage in top strategic opportunities: Involvement with intimate knowledge of all opportunities $10K MRR and above.
  • Engage in strategic renewal opportunities.
  • Other duties and responsibilities as required.

Experience/Minimum Requirements

  • Five (5)+ years of experience working with industry specific National Channel Partners and VAR’s Seven (7)+ years selling WAN and IP Technologies
  • Working knowledge of WDM, Ethernet, Cloud Connectivity, IP, and other Fiber Optic services
  • Thorough understanding of account management and the strategic selling process
  • Effective problem solving and interpersonal skills.
  • Knowledge of facilities-based fiber business
  • Proficiency in Microsoft Office Suite
  • Proficiency in CRM applications
  • Strong prospecting, networking, and business development skills
  • Strong written and verbal communication skills with an ability to present complex information in a clear and simple format.
  • Self-motivated team player capable of working on a close-knit team
  • Strong presentation and negotiation skills
  • High ethical integrity
  • A constant example of modeling Logix Fiber Networks ’s B3 values.

Company Overview:

LOGIX is an established fiber-based network infrastructure operator in Texas and provides highly secure fiber-based data and voice services as well as data center access to over 10,000 enterprise and carrier customers. Known for its outstanding Texas-based customer service, flexible connectivity options and best-in-class reliability, LOGIX’s built-for-business fiber network delivers the dependability customers need so that they can focus on their business.

LOGIX offers a broad range of business voice and data options for simple and complex configurations including Business Voice, Business Internet, Business Ethernet, Business Wavelength, Business Voice Cloud, Business Voice Trunks, Data Centers and Cloud Connect.

Job Type: Full-time

Benefits:

  • 401(k)
  • 401(k) matching
  • Dental insurance
  • Employee assistance program
  • Flexible spending account
  • Health insurance
  • Health savings account
  • Life insurance
  • Paid time off
  • Vision insurance

Schedule:

  • 8 hour shift

Application Question(s):

  • What are your salary expectations?

Education:

  • Bachelor's (Preferred)

Experience:

  • Industry specific National Channel Partners and VAR’s: 5 years (Required)
  • Selling WAN and IP Technologies: 7 years (Required)

Ability to Relocate:

  • Dallas, TX: Relocate before starting work (Required)

Work Location: Multiple locations