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 target; 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

Full Benefits