Channel Manager

Company Overview

Inland Cellular is a regionally owned and operated wireless provider committed to delivering exceptional local cellular service with nationwide coverage. Since 1990, we have prioritized customer satisfaction, community connection, and fostering a positive workplace culture that emphasizes open communication, accountability, and fun. We believe in developing top talent to support our mission of reliable service and strong community ties.

Department: Sales
Reports To: Director of Sales
Location: Hybrid / Field-based within service footprint (travel required)

Role Overview

The Channel Manager is responsible for building, scaling, and optimizing the company’s authorized sales partner ecosystem, including door-to-door teams, referral partners, local businesses, and affiliate channels.

This role owns partner-driven revenue performance across residential and small business broadband and mobile services. The Channel Manager ensures partners are effectively recruited, enabled, managed, and held accountable to performance targets aligned with company growth objectives.

The role works closely with Market Development Managers (MDMs) to activate partners at the local level and ensure alignment with market launch strategies and demand generation efforts.

Key Responsibilities

Partner Recruitment & Channel Development

• Develop and execute a scalable Authorized Sales Partner strategy across all markets
• Identify, recruit, and onboard:
• Door-to-door sales organizations
• Local independent contractors and micro-territory reps
• Referral partners (local businesses, community leaders, property managers)
• Build a pipeline of partners aligned to current and upcoming network builds

Partner Enablement & Launch Readiness

• Design and deploy partner onboarding programs, including:
• Product training (Fiber, Fixed Wireless, Mobile, bundled offers)
• Sales playbooks and scripts
• Tools and systems training (order entry, lead management, CRM)
• Ensure partners are fully prepared for:
• Pre-launch registration campaigns
• Market launch sales activity
• Post-launch penetration acceleration

Performance Management & Accountability

• Own partner sales performance across all assigned markets
• Establish and manage:
• Revenue targets
• Activation volumes
• Conversion rates
• Quality metrics (install success, churn, customer satisfaction)
• Monitor partner performance and take corrective action as needed:
• Coaching and performance improvement plans
• Partner optimization or replacement where necessary

Compensation & Incentive Strategy

• Design and manage partner compensation structures, including:
• Commission plans
• SPIFFs and short-term incentives
• Market-specific promotional programs
• Ensure alignment with company CAC/CPGA targets and long-term profitability

Market Launch Execution (In Partnership with MDMs)

• Collaborate with Market Development Managers to:
• Align partner activation with market readiness timelines
• Deploy partners into priority neighborhoods and build zones
• Support local events, promotions, and campaign-driven sales efforts
• Ensure strong coordination between:
• Marketing campaigns
• Partner activity
• Field execution

Channel Operations & Process Optimization

• Establish scalable processes for:
• Partner onboarding and certification
• Lead distribution and tracking
• Sales attribution and reporting
• Partner with internal teams to improve:
• Order flows
• Installation scheduling coordination
• Customer experience across partner-driven sales

Reporting & Performance Insights

• Track and report on key channel metrics:
• Sales by partner and market
• Cost per gross add (CPGA) and CAC
• Conversion rates and funnel performance
• Provide insights and recommendations to Sales and Marketing leadership to improve performance

Success Metrics (Examples)

• Partner-driven revenue and net adds vs plan
• Cost per acquisition (CPA / CPGA) within target thresholds
• Partner productivity (sales per rep per day/week)
• Conversion rates from lead to activation
• Partner retention and growth
• Contribution of partner channel to total subscriber growth
• Market penetration rates (in collaboration with MDMs and Marketing)

Qualifications & Experience

Required

• 5 years of experience in:
• Channel sales, indirect sales, or partner programs
• Proven success building and scaling third-party sales channels
• Experience managing commission-based or contractor sales teams
• Strong understanding of performance management and incentive design
• Ability to operate in a fast-paced, build-driven environment with changing priorities
• Willingness to travel frequently within assigned markets

Preferred

• Experience in broadband, telecom, wireless, or subscription-based services
• Familiarity with door-to-door sales models and rural market dynamics
• Experience working alongside marketing and demand generation teams
• Background in affiliate or referral program development

Core Competencies

• Channel strategy and partner development
• Performance management and accountability
• Data-driven decision making
• Strong leadership without direct authority
• Cross-functional collaboration (Sales, Marketing, Operations)
• Execution-focused with a bias toward results

Why This Role Matters

The Channel Manager is critical to ensuring that broadband network investments translate into efficient, scalable customer acquisition. This role builds the local sales engine that complements digital channels and market development efforts—driving penetration, accelerating growth, and maintaining cost discipline across rural and underserved markets.

Pay Range:

· Inland Cellular offers a competitive salary range based on qualifications and experience. The annual base salary range for this role is $65,000–$78,000. The actual base salary offered will be determined based on factors including (but not limited to) relevant skills and experience, job-related knowledge, internal equity, and geographic location, and may be modified as needed to comply with applicable law.

· This role is also eligible for monthly bonus program, in accordance with company plan terms. Bonuses, if any, are not guaranteed and are subject to individual and company performance and continued eligibility under the applicable plan.

Benefits:

• 40 Hours of Sick Leave Annually
• PTO: (semi-monthly payroll)

Years 1-3, 4 hours per pay period

Years 4-10, 5.33 per pay period

Years 11 or more 6.67 per pay period

• Six Paid Holidays/Paid Days Off
• New Year’s Day, Labor Day, Memorial Day, Thanksgiving Day, Independence Day, Christmas Day
• 401(k) Retirement Plan

401(k) employer match up to 4% after one year of employment

• Company paid (after two full months of employment):
• Life Insurance, Long Term Disability and Accidental Death and Dismemberment
• Vision Insurance
• Medical Insurance
• Dental Insurance
• Health Savings Account with company contribution

Voluntary Benefits:

Short Term Disability, Accident and Critical Illness and additional Life insurance (available during open enrollment period, annually)

Life Flight and Airlift Northwest

ID theft protection

Additional Benefits:

• 10% off WSU MBA Program
• $240 Gym Membership, annually
• At-cost purchase for all Inland Cellular gear items

Pay: $65,000.00 - $78,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Employee discount
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Retirement plan
• Tuition reimbursement
• Vision insurance

Work Location: Remote

Salary : $65,000 - $78,000