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Regional Channel Manager

Company: SPECTRUM
Location: Louisville
Posted on: January 16, 2022

Job Description:

JOB SUMMARY
The Spectrum Regional Channel Manager interfaces with all Business Selling Partners (indirect channel agents) within the assigned market service area for purposes of providing face to face sales engagement support for any and all Selling Partners with locally engaged sales in the assigned market. This position is required to ensure that Spectrum achieves local sales revenues by developing programs to recruit and train Selling Partners. The Regional Channel Manager is primarily responsible for the identification, development, and business growth of business-focused indirect channel agents ( -the Channel -) in Spectrum service areas. The Regional Channel Manager may actively participate in key sales opportunities and is responsible for initial review and approval of project ROI's for compliance with Division guidelines, and the development of a business case where appropriate.

MAJOR DUTIES AND RESPONSIBILITIES
Actively and consistently support all efforts to simplify and enhance the customer experience

Contribute to Spectrum 's vision of becoming the preferred provider of communications solutions for businesses in the communities we serve

Develop and execute agent recruitment strategies and tactical plan for multiple reseller and partner Channels

Negotiate and close channel agent contracts

Ensure that the Channel partners are correctly on boarded, with all necessary training and communication material

Provides sales support to channel agents for all new business that is not directed at existing, assigned and restricted accounts

Organize support of the Channel including assistance in qualifying opportunities and moving them through the sales process

Facilitate all contract language negotiations with proper Legal resources within Division and Corporate

Drive increased revenues by assisting all agents and sub agents to sell Spectrum Business Services via joint sales calls. (Having an experienced representative in the field and on agent appointments will lead to shorter selling cycles increased closing ratios, higher revenues, and cleaner orders)

Manage and advise engaged agents on effective solutions to current active business opportunities on new products/services, promotions as applicable

Responsible for insuring agent orders are processed timely and accurately

Responsible for preparation of quotes and proposals with agents, requesting intervention by Sales Engineer on large multi-site deals

Review and approve monthly Channel commissions prior to submitting to Division Finance

Manage the implementation of Channel partner programs, productivity tools and on-line services

Coordinate product presentations, demonstrations, and proposals for the benefit of the Channel

Review and approve ROI's prior to proposals being submitted to prospective customers

Manage Client Relationship Management (CRM) queues and dashboards for Channel performance

Develop and maintain a hiring funnel for new partners and agents as required
Prepare rolling 3 month forecast each month and provide variance analysis on deviations from prior forecast

Conduct, monthly reviews with market Director and other market management with respect to sales forecasts, opportunities and service delivery issues associated with achieving the sales forecast

Create, maintain, and update a ready-to-launch event playbook and collateral supply following a -booth in a box - strategy for recruitment events

Coordinate with Division and Corporate Marketing on developing the Channel identity

Leverage all key public speaking opportunities within the assigned territory to spread the word about the Channel

Meet/exceed all recruitment, sales and revenue and other objectives for the Channel

Perform other duties as requested.

REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
Ability to find creative solutions to resolve complex, difficult problems
Ability to maintain confidentiality
Ability to prioritize and organize effectively
Ability to use personal computer and software applications (e.g., Salesforce)
Advanced ability to utilize strategic negotiating skills
Demonstrated ability to sell world-class business communications solutions to large clients
Excellent problem solving and critical thinking skills
Excellent written and oral communication skills with all levels of management and personnel
Knowledge of network security and redundancy
Strong business acumen and knowledge of broadband and telecommunication business practices
Ability to work independently and collaboratively
Ability to manage multiple projects at one time
Contract negotiation experience
Extensive knowledge of Channel sales and multi-tier reseller business models is a plus
Advanced knowledge of information system protocols (e.g. SONET, ATM, Ethernet, Frame, ISDB,TCP/IP, etc.) preferred.

Education
Bachelor's degree in marketing, technology or related field, or equivalent experience

Related Work Experience
6 years: Sales and large accounts experience
3 years: Experience within Channel sales
3 years: Management experience

Certifications and/or Licenses
Valid driver's license, satisfactory driving record within Company required standards, and auto insurance.

WORKING CONDITIONS
Office environment
Travel as required
SCH330 301310-2 301310BR

Keywords: SPECTRUM, Louisville , Regional Channel Manager, Executive , Louisville, Kentucky

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