What are the responsibilities and job description for the Channel Sales Manager position at Diversified Systems Resources (DSR)?
Job Summary
The Channel Manager – Internet Aggregation is responsible for building and managing a network of partners, resellers, and agents who distribute internet services through an aggregation platform. This role focuses on expanding market reach, optimizing partner performance, and ensuring seamless delivery of multi-carrier internet solutions to end customers. The Channel Manager is a key contributor to new sales opportunities and relationships.
Responsibilities
Channel Development, Strategy, & Sales
- Sell to, Identify, recruit, and onboard new channel partners including ISPs, MSPs, VARs, and telecom agents.
- Develop and execute a scalable channel strategy to grow revenue through indirect sales.
- Define partner tiers, incentives, and go-to-market plans tailored to the internet aggregation model.
Partner Enablement & Support
- Train partners on the aggregation platform, quoting tools, and service offerings.
- Provide ongoing support to ensure partners can effectively sell and provision multi-carrier internet solutions.
- Collaborate with technical teams to resolve partner and customer issues quickly.
Relationship Management
- Serve as the primary point of contact for assigned partners.
- Conduct regular business reviews to assess performance, identify opportunities, and align goals.
- Foster long-term relationships that drive loyalty and mutual growth.
Sales & Performance Tracking
- Monitor partner sales activity, pipeline, and revenue contribution.
- Analyze data to identify trends, gaps, and areas for improvement.
- Report on KPIs and partner performance to internal stakeholders.
Cross-Functional Collaboration
- Work closely with product, marketing, operations, and support teams to ensure partner success.
- Provide feedback from the channel to influence product development and service enhancements.
- Support co-marketing initiatives and partner-led campaigns.
Qualifications / Skill Requirements
- Bachelor’s degree in Business, Telecommunications, or a related field highly preferred, or equivalent relevant experience.
- 3–7 years of experience in channel sales or partner management, preferably in telecom, broadband, or internet services.
- Strong understanding of internet aggregation platforms, carrier-neutral solutions, and multi-vendor provisioning.
- Proven ability to manage partner relationships and drive direct and indirect sales growth
- Familiarity with databases such as Connectbase and other telecom platforms
- Excellent communication, negotiation, and relationship-building skills.
- Ability to travel up to 25% to conferences, meeting, and other events
- Exceptional attention to detail
- Proficiency in operation of Microsoft Office Products (Word, Excel, Outlook)
- Excellent verbal, written, and interpersonal skills to communicate with various individuals
- Proficiency in English language (reading, writing, verbal)