Partner Channel, Director

Partner Channel, Director

Job Responsibilities:

This position can also be filled in Dallas, TX.

General Summary:
Manage the overall achievement of the Indirect Channel.
• Achieve revenue, sales and customer churn plan for all Business Partner assignments
• Manage staff, including direct reports, and dotted line channel sales representatives supporting assigned business partners
• Develop direct reports for job and career development within the channel, developing appropriate account management, strategic alliances, and business acumen relative to both XO and associated business partnerships.

Essential Duties and Responsibilities:

• Primary accountability for the performance of Business Partners with relationship control located in assigned geographic markets.
o Performance includes responsibility for Revenue, Sales, Partner and Customer Churn against corporately assigned goals.
o Development of the territory's potential contribution to the overall financial performance of the XO Communications Business Services division through selective recruitment, enablement, development and market focus through XO Business Partners.
• Implement measuring and monitoring tools that track daily, weekly, monthly, and annual activities for Channel Managers
• Coach Channel Managers on how to effectively grow account base and recruit new Sales Partners
• Maintain a regular schedule of field visits in each Area's markets to coach Channel Managers, visit partners and local market leadership, and lead partner roundtable discussions
• Upon reviewing each markets forecasts and sales activity reports, provide timely feedback to the Channel Managers, ensuring that each market's monthly sales goals are achieved. Will include sales results and Sales Partners' participation rates.
• Work with each market's Channel Managers to gain a thorough understanding of best practices, obstacles, and needs of our Agents and Lead Providers, ensuring that the XO Indirect Sales Program is competitive and successful in the marketplace.
• Act as the first level of negotiation and approval in the Legal Agreement process
• Work directly with the Vice President, Partner Sales and Strategic Alliances as the Area point of contact for all assigned prospects/accounts, as well as lead the training, proper implementation, and local support of these accounts
• Work with each local market's General Manager, ensuring a strong relationship between the two distribution channels, as well as, providing competitive information within the Indirect Channel
• Provide for an environment that promotes the development of employees, and rewards those individuals for exceptional performances. This includes providing general indirect channel expertise to general managers and regional vice presidents.
• Act as the Area point of contact for all sales and marketing issues, and as a liaison between field Channel Managers and HQ Sales and Marketing teams.
• Provide input to Corporate on the current and future development of tools that promote and drive sales, as well as, participate on HQ task force teams formed to address specific operational, financial, legal, and support issues impacting Indirect Channel sales and marketing.


Minimum Qualifications:

• Education: Bachelor's Degree or equivalent work experience.
• Licensures:
• Relevant Work Experience:
• 8-12 years of related sales and sales management experience
• 3-5 years minimum with indirect channel sales and/or, agent sales relationships
• Matrix Management experience preferred

Minimum Qualifications:

Specific Computer Skills

Software
• Microsoft office applications, Siebel

Other Job Specific Skills
• Strong analytical/communication skills
• Ability to influence persons and businesses without direct authority
• Strong presentation skills