Director of North American Channel Sales:

Fuze is a global, cloud-based unified communications platform that empowers productivity and delivers insights across the enterprise by enabling simplified business voice communications, flexible video conferencing and always-on collaboration. Fuze allows the modern, mobile workforce to seamlessly communicate anytime, anywhere, across any device.

We are looking for a Channel Sales Director to lead the North American channel sales team, and to help drive overall strategy and operations of our channel sales program. This candidate will manage our partner sales process and go-to- market strategy in the United States and Canada. Reporting to the Senior Vice President of Sales Operations, you will be responsible for the hands-on leadership of the North American channel sales team with primary responsibility for recruiting, developing and growing high-value strategic partnerships with the end-goal of expanding territory coverage and sales capacity to drive sales growth through our channel partners.

What you’ll do:

• Hire, retain, develop and motivate top-tier channel sales talent. In addition, you will be a mentor and coach setting specific performance goals for each individual team member and developing the capabilities of the team while creating a sales operation that quickly responds to changes in the marketplace and adapts to the evolving needs of the organization as it grows.
• Work closely channel sales team members to drive both direct and indirect revenue through highly coordinated sales programs and jointly positioned solution initiatives via new and existing, reseller, solution provider and referral technology partners.
• Drive channel partner enablement through adoption of sales methodology and content and close partnering with individuals on our sales team and consistent, repeatable processes to ensure efficient, effective sales growth.
• Manage a partner network, consistently exceeding quotas, accurately forecasting quarterly and annual targets and achieving sales commitments.
• Work closely with the current Channel team within Product Management to identify key “go to market” opportunities with existing partners.
• Work closely with Marketing on programs to support the sales organization including lead generation programs
• Develop programs and work with a diverse network of partners, to drive revenue via highly coordinated sales programs, cross-partner pipeline management, jointly positioned solution sales, managing ongoing partner relationships and identifying new revenue opportunities.
• Use sales analytics and funnel management techniques to drive productivity and ensuring appropriate sales activity with visibility of the pipeline to senior management for forecasting and business planning
• Identify, develop and coordinate partner sales efforts, represent Fuze on complex account engagements and provide support to designated partners
• Develop partner product and solution fluency across a diverse network of channel partners representing various vertical industries and regions
• Ownership of a channel partner revenue plan. Develop and manage a sales pipeline sufficient to achieve/exceed quota objectives. At scale we expect the partner ecosystem to deliver up to 75% of the sales pipeline on a quarterly basis.

What you have:

• Bachelor’s Degree or global equivalent required.
• Minimum 7 years’ business development, sales, or strategic marketing experience,
• Minimum of 5 years of experience managing people
• Channel sales leadership required, preferably in the UCAAS space or similar SAAS environment.
• Travel: Up to 60% travel is required
• Strong financial and analytical capabilities
• Ability to translate strategies into specific objectives and action plans
• Experience in Value Based Selling.
• Experience drive performance and consistently deliver on commitments
• Collaborative team player who can build and foster relationships cross functionally
• Ability to analyze complex data and identify key trends, opportunities and risks
• Exceptional communication and presentation skills
• Energetic, innovative thinker who can navigate and manage considerable change
• Hunger to excel and be a leader in the market
• Self-initiated and not afraid to drive their ideas
• Risk taker, pushes boundaries but can operate effectively within existing systems and procedures
• Savvy and “street smart;” knows how to work the system to get things done Channel
• Demonstrated success in identifying and onboarding key channel partners to complete a total solution for customers and drive pipeline to scale within a sales organization.
• Proven track record of sales success with ability to meet or exceed revenue goals
• Superb organization and time management skills. Ability to multitask effectively and prioritize against rapid timelines and competing priorities.

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