Senior Channel Director

About this role

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives.Come join the excellence!
Overview
The Field Sales-Sales Account Management area is responsible for selling the firm's products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales.Responsibilities
Build the Next Generation of the TNS Channel
Transaction Network Services (TNS) is looking for an experienced, highly motivated Channel Sales Manager East Coast to expand our growing partner ecosystem and generate new enterprise revenue through strategic channel relationships.
This is not a traditional partner-management role.
We are looking for someone who knows how to build relationships, create demand, develop partner-generated pipeline and close business.
The ideal candidate already understands the technology channel and has experience working with organizations such as Technology Services Distributors (TSDs), MSPs, VARs, telecom consultants, cloud communications providers, contact-center partners and other technology advisors.
You will own the development of the TNS channel across the Eastern United States and help partners introduce TNS to enterprise customers.
What You’ll Sell
TNS helps enterprises protect and improve one of their most important customer communication channels: the telephone call.
Our Enterprise Branded Communications portfolio helps organizations:

• Protect telephone numbers against spoofing and impersonation

• Authenticate legitimate enterprise calls

• Display an organization’s trusted calling name and logo

• Monitor telephone-number reputation

• Identify telephone numbers experiencing spam-labeling or reputation issues

You will help our partners take these capabilities to their enterprise customers across banking, financial services, healthcare, retail, utilities, travel, contact centers and other high-volume calling environments.
What You’ll Own
Build the East Coast Partner Ecosystem

• Develop and expand relationships with TSDs, technology advisors, MSPs, VARs, telecom consultants and strategic technology partners throughout the Eastern United States.

• Identify partners with the customer base, technical capabilities and sales organization to generate meaningful enterprise opportunities for TNS.

Generate Partner-Sourced Pipeline

• This role is measured on business creation.

• You will work with partners to identify target accounts, develop joint account strategies, initiate customer conversations and create qualified enterprise opportunities.

• Success means partners aren’t simply registered with TNS....they are actively selling TNS.

Activate Existing Partners

• Build strong relationships with partner sales representatives, channel managers, engineers and leadership teams.

• Educate partners on where TNS fits within their customer conversations and give them simple, compelling reasons to bring TNS into opportunities.

Create Demand

• Develop creative partner-led prospecting campaigns, account-mapping strategies, customer workshops, executive introductions and educational programs that generate new conversations.

• You should be comfortable helping a partner move from: “What does TNS do?” to: “I have five customers that need to hear this.”

Sell Alongside Partners

• Participate directly in enterprise customer meetings.

• Help partners uncover challenges related to spoofing, fraud, telephone-number reputation, branded calling, contact-center performance and consumer trust.

• Work closely with TNS enterprise sales resources to advance opportunities from initial conversation through close.

Develop Strategic Relationships
Build relationships across the partner organization vs one channel contact.
Successful candidates will develop advocates within:

• Partner sales organizations

• Sales engineering

• Partner leadership

• Marketing

• Customer-success teams

• Enterprise account executives

• Regional sales leadership

Represent TNS in the Market

• Attend partner events, regional conferences, customer meetings, sales kickoffs, technology events and industry gatherings.

• You will be expected to become a recognized resource for partners seeking guidance around enterprise voice trust, calling authentication, spoof protection and telephone-number reputation.

How Success Will Be Measured
We believe channel performance should be measured by outcomes not simply activity.
Core performance metrics will include:

• Partner-sourced recurring revenue

• Partner-sourced qualified pipeline

• Net-new enterprise opportunities

• Number of productive revenue-generating partners

• Growth within existing strategic partners

• New partner recruitment

• Partner seller engagement

• Joint customer meetings

• Pipeline velocity and opportunity progression

• Achievement of quarterly and annual revenue targets

What We’re Looking For | Required

• 5+ years of technology, SaaS, telecom, cloud, cybersecurity or communications sales experience

• 3+ years of channel, partner or indirect-sales experience

• Demonstrated success generating revenue through partners

• Strong understanding of the technology-channel ecosystem

• Experience building executive and seller-level partner relationships

• Proven ability to develop pipeline rather than simply manage existing relationships

• Strong presentation and customer-facing communication skills

• Ability to independently manage a large geographic territory

• Comfortable working in a fast-moving, entrepreneurial sales environment

• Ability and willingness to travel throughout the Eastern United States

Highly Preferred
Experience working with or selling through:

• Technology Services Distributors

• MSPs

• VARs

• Telecom agents and technology advisors

• UCaaS providers

• CCaaS providers

• Contact-center technology partners

• Cybersecurity partners

• Cloud communications providers

• Enterprise…