Senior Director – Nasstar Connect

Department: Managed Services

Employment Type: Permanent

Location: Remote, UK

Description

Role Purpose
The Director – Nasstar Connect is accountable for owning and operating the channel route to market for all Network and Voice services within the Connect division.

This role has end-to-end responsibility for channel sales performance, channel product and portfolio strategy, channel service management, and the leadership of the people and culture that underpin the channel business. The role operates the channel business as a standalone operating unit, with full accountability for revenue growth, margin, partner performance, operational execution, and team effectiveness. A core objective of the role is to ensure clear separation and alignment between direct enterprise sales and channel-led distribution.

Key Responsibilities

Channel Strategy and Route-to-Market Ownership
Own and execute the channel-first strategy for Network and Voice services. Define and govern how services are positioned, priced, sold, and delivered through indirect partners. Ensure clarity between channel and direct selling motions, avoiding conflict, duplication, or ambiguity. Act as the single point of accountability for channel outcomes.


Sales Leadership and Revenue Growth
Lead all channel sales functions, including partner acquisition, partner enablement, pipeline development, and revenue conversion. Own channel revenue targets, pipeline health, and forecast accuracy. Build and manage a high-performance channel sales organisation, including channel account management, partner management, and channel-aligned presales. Drive predictable and scalable revenue growth through repeatable partner-led sales motions.


Product, Portfolio and Commercial Ownership
Own the channel portfolio for Network and Voice services, including WAN, Internet, and other services such as SD-WAN where channel-appropriate. Ensure products are simple to sell, margin-positive, and operationally scalable. Own channel pricing frameworks, discount governance, and partner commercial models.


Service Management and Operational Outcomes
Accountable for channel service performance, including service design, supplier strategy, delivery models, and operational handover. Work closely with central Delivery and Managed Services teams to ensure clear service ownership, predictable SLAs, and controlled cost-to-serve. Ensure services are engineered for repeatability and scale rather than bespoke delivery.


Financial and P&L Accountability
Responsible for revenue, gross margin, cost control, and EBITDA contribution for the channel business. Build and own annual budgets, forecasts, and investment cases. Actively manage legacy revenue streams for cash and margin while transitioning growth to modern, scalable channel services.


People Leadership and Culture Building
Build, lead, and develop a high-performing channel leadership team and wider organisation. Set a clear culture focused on accountability, collaboration, pace, and customer outcomes. Establish clear roles, objectives, and performance expectations, ensuring teams are aligned to the channel strategy and operating model. Act as a visible, credible leader who develops talent, supports succession planning, and creates an environment where high performance and continuous improvement are expected and rewarded.


Partner Ecosystem Leadership
Build and maintain strategic relationships with key resellers, aggregators, technology partners, and wholesale carriers. Ensure partners are properly enabled, commercially aligned, and actively producing revenue. Rationalise underperforming partners and prioritise those capable of scaling.


Leadership and Governance
Member of the senior leadership team and the executive voice of the channel business. Establish governance around deal approval, channel conflict management, and product lifecycle decisions. Lead by example in how decisions are made, communicated, and executed. Build a culture of clarity, accountability, and execution velocity across the channel organisation.


Success Measures
Channel revenue growth year-on-year
Channel gross margin and EBITDA contribution
Partner productivity and revenue concentration
Forecast accuracy and pipeline quality
Reduction in direct and channel conflict
Portfolio simplification and margin improvement
Operational scalability and cost-to-serve control
Employee engagement, retention, and leadership bench strengt