Own national TSD revenue: Lead revenue generation efforts across top-tier TSD partnerships, representing the largest and most strategic contributor to partner-driven sales.
Define and execute a national channel growth strategy, in alignment with company-wide goals and evolving market dynamics.
Build and maintain high-impact relationships with TSD executives, including C-level leaders, to expand influence and accelerate business outcomes.
Lead joint business planning with TSDs, setting annual targets, growth objectives, and investment strategies.
Guide opportunity development, partner forecasting, and revenue attainment through data-driven strategies and proactive engagement.
Define and manage KPIs, performance dashboards, and accountability frameworks to ensure consistent delivery of revenue goals.
Architect and manage sales incentive structures (e.g., compensation, rebates) that directly impact partner motivation and ROI.
Serve as a senior liaison across sales, marketing, product, and operations to ensure optimal support for partner success.
Champion the evolution of TSD partner enablement, including tailored playbooks, executive briefings, and training frameworks.
Provide strategic insights to product and GTM teams based on partner input, competitive dynamics, and market shifts.
Identify high-value TSDs: Target national partners that expand market reach and vertical penetration.
Continuously assess partnership ROI, partner capabilities, and strategic fit to optimize the channel portfolio.
Perform competitive analysis and collect market insights based on partner and customer feedback.
Work cross-functionally with sales, marketing, operations, and product teams to optimize channel effectiveness and inform product roadmaps.
Manage potential channel conflict by fostering excellent communication and adhering to rules of engagement.
Requirements
5+ years in channel sales, partner management, or strategic alliances within the telecom, SaaS, or technology services industries.
Proven leadership managing $14M+ in annual partner-sourced revenue with a national or global scope.
Deep understanding of the Technology Services Distributor ecosystem, including recurring revenue models such as UCaaS, VoIP, CCaaS, and connectivity solutions.
Strong executive presence and interpersonal skills to influence at the C-suite level, both internally and externally.
Strategic acumen with a track record of defining and executing go-to-market strategies in complex, matrixed environments.
Analytical mindset, with fluency in CRM (e.g., Salesforce), reporting tools, and sales forecasting.
Exceptional communication, negotiation, and conflict resolution skills.
Bachelor’s degree required; MBA or similar advanced degree preferred.
Travel requirement: Up to 30%, as needed for high-level partner meetings and industry events.
Tech Stack
VoIP
Benefits
Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs
Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days
Tuition and reading reimbursement programs to support your continuous learning and professional growth
Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching
Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.
Gym reimbursement programs to encourage your physical well-being
Access to telemedicine services for convenient healthcare support
Monthly remote work stipend to support your home office expenses