Develop and expand strategic relationships with national and regional channel partners, including VARs, distributors, MSPs, SaaS providers, service providers, and system integrators. Lead joint go-to-market strategies, partner enablement, pipeline and revenue growth, performance measurement, QBRs, contractual compliance, and cross-functional initiatives. Provide channel insights and recommendations to senior leadership while representing the company at partner meetings and industry events.
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Job Description Summary:
The National Director Channel Development will be responsible for developing and expanding strategic relationships across Fusion Connect’s Channel Ecosystem, including national and regional VARs, SIs, SPs, SaaS Providers, and Distributors. This position will lead national channel development efforts, drive joint go-to-market strategies, and build sales and technical capabilities within key partner organizations.The role will establish partner relationships and collaborate with Channel Sales, Professional Services, Marketing, Product, and Support to drive partner engagement, pipeline, and revenue growth. Success will be defined by the ability to develop high-performing partnerships and deliver measurable business results.
Job Description:
Essential Duties and Responsibilities include the following (other duties may be assigned):
- Develop and execute national channel development strategies to drive partner-generated pipeline and revenue growth.
- Build and maintain executive-level relationships with national and regional channel partners.
- Partner with Channel leadership and Channel Account Managers to identify strategic prospects, opportunities, and joint go-to-market initiatives.
- Develop product and sales competency within strategic partners and influence partner GTM and sales strategies.
- Drive the development of technical pre-sales and post-sales practices within key partner organizations.
- Use partner performance data and analytics to identify opportunities, improve results, and increase demand for Fusion Connect solutions.
- Establish partner performance expectations and KPIs and regularly evaluate partner performance against established objectives.
- Provide oversight of partner contractual obligations and compliance with Fusion Connect policies, procedures, and ethical standards.
- Lead and participate in regional and partner QBRs, including review of performance, pipeline, opportunities, and strategic priorities.
- Collaborate across Sales, Marketing, Product, Professional Services, and Support to advance strategic channel initiatives and resolve barriers to partner success.
- Provide channel performance insights, forecasts, and recommendations to senior leadership.
- Represent Fusion Connect at strategic partner meetings, business reviews, and industry events.
Knowledge, Skills, and Abilities Requirements:
- Demonstrated success developing channel partnerships and achieving pipeline and revenue objectives.
- Proven ability to build and influence executive-level partner relationships.
- Extensive knowledge of SD-WAN, UCaaS, Network, and Managed Services.
- Strong business acumen, analytical, organizational, and strategic planning skills.
- Excellent written, verbal, presentation, negotiation, and relationship-management skills.
- Demonstrated ability to lead cross-functional initiatives and influence others without direct authority.
- Ability to operate independently, exercise sound business judgment, and manage multiple strategic priorities.
- Willingness to travel throughout the U.S. for partner meetings, business reviews, and events.
Education and/or Experience Requirements:
- Bachelor’s degree in a related field preferred. Relevant education may be substituted with two years of related experience for each year of education.
- Five (5) or more years of channel development experience.
- Experience with national VARs, Distributors, MSPs, SaaS Providers, Service Providers, and System Integrators.
- Strong solution-selling and strategic sales experience.
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