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Become A Channel Sales Director

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Working As A Channel Sales Director

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $113,860

    Average Salary

What Does A Channel Sales Director Do At Avtec Systems, Inc.

* Develop, coordinate, and execute sales strategies to achieve organizational goals for the channel
* Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
* Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
* Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
* Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
* Proactively recruits new qualifying partners.
* Provide monthly, quarterly and annual sales forecasts and create plans to achieve those goals
* Train, direct, develop, coach, motivate and evaluate Regional Sales Managers
* Work closely with the other Avtec teams and departments to expand relationships with partners to sell services through Avtec
* Provide executive management team with timely information regarding sales performance, key issues and trends for assigned region
* Ensure all accounts are properly serviced in order for the company to achieve revenue goals and to ensure partners are productive and engaged with TBI
* Represent the company’s business objectives at various conferences, trade fairs, and networking events to help recruit additional partners and foster existing relationships
* Work closely with the SVP of Sales to establish and monitor performance goals for each employee then review and analyze against programs, quotes and plans to determine effectiveness.
* Support the organizational culture
* Function as a key member of the company’s sales management team

What Does A Channel Sales Director Do At Entrust Datacard

* Sales Leadership
* New Business Development within an assigned accounts and regions – actively support Channel Sales in driving new business through strategic Channel Partner briefings.
* Develop leads to potential new customers through various sources and support the partners in the sales cycles as required, navigating both the company and partner resources where available.
* Ability to clearly articulate Entrust Datacard’s value proposition in relation to competitors to new and existing partners.
* Maintain thorough knowledge of Entrust Datacard products, including Certificate, ioTrust, and Authentication solution offerings.
* Research and develop sales presentations to effectively relate Entrust Datacard’s products/services to potential customers' needs.
* Help partners to develop business proposals for presentation to clients, assemble expertise from other departments to ensure that all technical areas are covered.
* Maintain thorough knowledge of Entrust Datacard’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices to be able to respond to customer requests for information.
* Leverage marketing events/activities as well as attend relevant industry events and trade shows to ensure Entrust Datacard brand recognition within the marketplace.
* Channel Management
* Assist in defining the Partnering strategy for assigned territories or regions across Security portfolio.
* Build a business plan outlining how they will achieve their target revenues and objectives for the year.
* Identify prospect list of relevant partners, prioritizing their engagement based on revenue potential, ease of entry and skillsets within the partner.
* Recruit resellers into Entrust Datacard’s partner program; take responsibility for their successful launch and enablement including the delivery of sales, product and support training as required.
* Develop, maintain and regularly review a business plan with their partners that outlines the key activities required to ensure that the partner achieves the mutually defined revenue goals and objectives.
* Review impact of new Entrust Datacard product releases, new product features, delivery schedules, and solution offerings with partner sales personnel.
* Partner with Channel Operations and Channel Marketing
* People Leadership
* Responsibility for hiring and onboarding new hires and ongoing training for Channel Sales specialists for SSL, Authentication, PKI, and IoT market segments
* Coach/mentor Channel Sales team to deliver value to Partners within their assigned region.
* Manage Channel Sales team’s pipeline – team is responsible for accurately reporting sales activities in Salesforce and timely follow-up with prospects and existing clients;
* Manage and motivate North America Channel Sales organization on daily/weekly/monthly/quarterly activities so they can achieve goals outlined in their Account Plans
* Work with Hunter and Strategic Account teams in Tier 1 and Tier 2 markets to drive net new and expansion business with Channel partners, MSSP’s, and SI’s in North America

What Does A Channel Sales Director Do At RCN Becocom LLC

* Hire, train, mentor Indirect Channel management team.
* Assist Agents with creating account plans & strategies to win new business from customers.
* Develop and deploy long-range Channel Management business plan enablement strategies.
* Drive Channel managers to drive Agents to support aggressive revenue growth goals.
* Provide assistance as needed in working with Channel Managers to assist Agents in development of pricing/proposals, order entry and implementation.
* Serve as an internal advocate for systems and process readiness for Channel Managers and their Agents.
* Assist in recruiting new Agents in assigned territory.
* Represent company within the telecomm industry and be responsible for growing & maintaining the RCN/Grande’s reputation.
* Provide strong leadership by fostering solid relationships at the executive level with the Agents.
* Recommend and implement sub agent incentives.
* Serve as an escalation path for end customers or Agents to ensure excellent customer experience.
* Assist with Accounts Receivable activities as need.
* Coordinate Agent training and provide input on training content and process based on communications with Agents, Industry best practices, or recommended process improvements.
* Create performance metrics of Indirect channels and developing management reports
* Provide accurate and detailed weekly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota.
* Review and ensure accuracy of overall channel information and provide reports to upper management.
* Demonstrate RCN/Grande’s Core Values and maintain a positive demeanor.
* Additional responsibilities as deemed necessary by the VP of Business Services

What Does A Channel Sales Director Do At Southern Glazer's Wine and Spirits

* Responsible for New York statewide Off-premise accounts and territory development (Time allocation: 75% Metro NY; 25% Upstate NY)
* Develop close relationship with Beam
* Suntory staff
* Work closely with Trade Development on program development and goal setting
* Interface with other SGWS Beam
* Suntory departments on pricing, brand development and inventory
* Manages First Class channel workbooks closely with DM and Sales team to ensure quarterly NSV and KPI delivery
* Set strategies for category expansion
* Attainment of sales goals
* Responsible for assisting SGWS division sales manager and district managers in managing key accounts, the identification of opportunities by brand, by account and collaboratively developing programs
* Ensure that SGWS sales team efforts, account calls and programs are aligned around focus initiatives
* Position has responsibility for training SGWS sales personnel and key retail accounts on Beam
* Suntory portfolio as well as elements of the integrated sales and marketing strategy
* Responsible for developing and working with SGWS teams on approved programming in key on-premise accounts within the designated geographical area
* Maintains and analyzes market performance data by channel / accounts and ensures accurate and timely communication of predetermined reports, changing field conditions and competition to management

What Does A Channel Sales Director Do At Robert Half

* Conducting high level client strategy meetings.
* Developing field rollout strategies.
* Acting as the primary liaison to the client after the contract is signed.
* Conducting quarterly business reviews.
* Assisting in the resolution of any major (client) issues that arise with the account.
* Understanding and studying market trends and knowing how they affect their accounts

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How To Become A Channel Sales Director

Most sales managers have a bachelor’s degree and work experience as a sales representative.


Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Channel Sales Director jobs

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Channel Sales Director Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Portuguese

  • Finnish

  • Chinese

  • German

  • Italian

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Channel Sales Director

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Channel Sales Director Education

Channel Sales Director

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Real Channel Sales Director Salaries

Job Title Company Location Start Date Salary
Channel Sales Director Apple Inc. Coral Gables, FL Aug 24, 2016 $265,000 -
Channel Sales Director Apple Inc. Coral Gables, FL Sep 09, 2015 $265,000 -
Director Alternative Channels Western Union, LLC San Francisco, CA Aug 20, 2013 $175,000
Director, Ecosystem and Channels Cloud Technology Partners, Inc. Redmond, WA Aug 22, 2016 $170,000
Channel Director (Off-Premise) Heineken USA, Inc. White Plains, NY Jan 10, 2016 $151,000
Director, International Channels and Affiliates Silkroad Technology Inc. Chicago, IL Jul 28, 2011 $150,000
Director, Local Channel Management T-Mobile USA, Inc. Downers Grove, IL Jan 27, 2011 $150,000 -
Director of Emerging Payments and Channels Cardinalcommerce Corporation Mentor, OH Sep 14, 2013 $100,000 -
Sales and Distribution Channel Director Wake Up America Group, LLC Davie, FL Sep 01, 2010 $96,524

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Top Skills for A Channel Sales Director


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Top Channel Sales Director Skills

  1. Product Training
  2. Reseller Partners
  3. Territory
You can check out examples of real life uses of top skills on resumes here:
  • Conducted presentations and product training.
  • Drive channel sales and recruit and manage large reseller partners within the Mountain States and Northwest US & Western Canadian territories.
  • Develop and maintain sales relationships with new accounts and Elite partners in assigned territory.
  • Developed/executed a channel/alliance strategy to capture non direct revenue opportunities in the HR, Higher Education, and Financial industries.
  • Accelerated lead generation 100%, via development of web-based training specifically designed for 1000+ sales representatives and analysts.

Top Channel Sales Director Employers

Channel Sales Director Videos

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Sales Training Video - The Role of the Sales Manager