Channel Manager - GA

Job Description: Channel Manager – GA 

Position Title: Channel Manager – GA 
Location: Atlanta, GA (preferred) 

Reports To: Chief Sales Officer 

Employment Type: Full-Time 

Job description 

Accelecom is currently seeking a full-time exempt Channel Manager responsible for managing & selling with Channel Partners into the Regional Enterprise / Mid Markets segment across Georgia. We are looking for people who share our passion for success through a consultative selling approach, a focus on superior customer service and helping Regional Enterprises solve business problems.  We are looking for a highly motivated and results-driven Channel/Agent Manager to join our team and expand our presence in the Georgia business market. 

The Channel/Agent Manager is a Sales Professional, this position will be responsible for identifying / onboarding new Channel Partners (ie: Master Agents, Sub Agents, Managed IT Providers, Managed Svc Providers) & via those Partners identifying, developing and closing new business with Prospects / New Logos across Georgia.  This role requires a professional with a proven track record of success in telecom channel sales, deep relationships with existing partners in the Georgia market, and the ability to develop and execute strategic market plans. The ideal candidate will be a proactive self-starter with a strong understanding of the business-to-business (B2B) telecom landscape. 

The Channel Manager will work with our partners to develop sales strategies across the Healthcare, Transportation, Manufacturing, Logistics & Technology Verticals and across the Mid Markets segment (ie: Clients with 5-50 locations across Georgia). We are dedicated to delivering exceptional service and support to our clients, and our success is driven by a robust network of strategic channel partners.  

• Partner Relationship Management: Recruit, onboard, and manage relationships with a portfolio of new and existing channel partners, agents, and resellers in Georgia. Serve as the primary point of contact for all partner-related needs, ensuring their success and alignment with company goals. 

• Sales & Revenue Growth: Drive sales and revenue growth by enabling and motivating channel partners. Develop and execute joint business plans, set and monitor performance targets, and provide ongoing support to help partners meet and exceed their sales quotas. 

• Market Planning & Strategy: Create and implement comprehensive market development plans for the Georgia region. Conduct regular market analysis to identify new opportunities, analyze competitor activities, and adapt strategies to maximize market share. 

• Enablement & Training: Provide partners with the necessary training and resources on our product offerings, sales strategies, and service capabilities. Ensure partners are well-versed in our solutions and can effectively represent our brand. 

• Pipeline Management: Manage a sales funnel and forecast sales opportunities from channel partners. Work with partners to qualify leads and move deals through the sales cycle to closure. 

• Conflict Resolution: Proactively manage potential channel conflicts by fostering excellent communication and adhering to a clear channel engagement strategy. 

• Collaboration: Work closely with internal teams, including operations and engineering, to ensure a cohesive go-to-market strategy and provide valuable feedback from the field. 

• Reporting & Analysis: Track and report on key performance indicators (KPIs) for the channel, providing regular updates to senior management on sales performance, market trends, and partner health. 

Qualifications: 

• Bachelor's degree in Business, Marketing, or a related field, or equivalent experience. 

• Minimum of [e.g., 5-7] years of experience in channel sales or account management within the telecommunications industry. 

• Demonstrated success in developing and managing channel partner relationships. 

• Established relationships with existing telecom agents, resellers, and master agents in the Georgia market is highly preferred. 

• Proven track record of developing and executing successful market plans and achieving sales targets. 

• Strong knowledge of telecom products and services, including but not limited to, Unified Communications as a Service (UCaaS), Voice over IP (VoIP), fiber and cable internet, and managed services. 

• Excellent communication, presentation, and negotiation skills. 

• Strong business acumen with the ability to understand and articulate business value to partners and their customers. 

• Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite. 

• Ability to work independently and as part of a team, with a results-driven and proactive attitude. 

• Willingness to travel throughout the Georgia region as needed for partner visits and events. 

Product Knowledge & Experience: 

• Transport solutions (Dark Fiber, Wavelengths & Ethernet) 

• IP solutions (IP Transit, DIA & DDoS) 

• Managed Services Solutions (Mng Firewall/Router/WiFi/SD-WAN) 

• Voice Solutions (UCaaS & CCaaS) 

Preferred Qualifications: 

• Minimum of 5 years working in the Channel space 

• Minimum of 5 years of selling across Georgia 

• Minimum of 3 years of Telecom, Data Center or IT sales experience 

• Minimum of 2 years selling into the Regional Enterprise space 

• Minimum of 2 years selling into the Mid Markets segment 

• Minimum of 1 year selling into the Healthcare vertical 

• Minimum of 1 year selling into the Transportation vertical 

• Minimum of 1 year selling into the Manufacturing vertical 

• Minimum of 1 year selling into the Logistics vertical 

• Knowledge of BANT, TAS and/or the Challenger Sales methodologies 

• Prior experience w/ Salesforce & the Microsoft Suite