VP, Channel and Distribution Sales

Job Summary:

The Vice President of Channel and Distribution Sales oversees the creation and implementation of strategies for the company's channel and distribution network to enhance revenue growth and expand market presence. This role requires a deep understanding of UC and AV technologies, market dynamics, and channel structures, along with proven leadership skills. The VP of Channel and Distribution Sales is a critical member of the Nort America Leadership team who will work closely with other executive leaders within the Enterprise Division to align sales strategies with the overall business goals.

Key Responsibilities:

Strategic Planning:

• Establish and launch a broad channel and distribution plan that matches the company’s sales goals and is consistent with the corporate aims in the Unified Communications and Audiovisual markets.
• Identify and evaluate potential channel partners, including resellers, integrators, and distributors, to expand market reach in the UC and AV sectors.
• Monitor industry trends, technological advancements, and market conditions specific to UC and AV to adjust strategies as needed.

Partnership Development:

• Build and sustain robust partnerships with essential channel allies and distributors who focus on UC and AV solutions.
• Negotiate contracts and agreements with channel partners, ensuring mutually beneficial terms that consider the unique aspects of UC and AV products.
• Collaborate with partners to develop joint business plans, sales targets, and marketing initiatives tailored to the UC and AV markets.

Sales Management:

• Direct the channel and distribution sales unit, providing strategic oversight, coaching, and continuous learning to promote peak effectiveness in the Unified Communications and Audio-Visual industry.
• Set and achieve sales targets through UC and AV channel partners and distribution networks.
• Analyze sales data and reports within the UC and AV sectors to track performance and make data-driven decisions.

Collaboration and Communication:

• Work closely with internal teams, including Global Sales, peers within other Sales Regions, Marketing, and Business Units, to ensure alignment and support for channel and distribution strategies in the UC and AV industries.
• Communicate channel and distribution strategies, goals, and performance metrics to executive leadership and other stakeholders

Financial Management

• Manage the budget for channel and distribution sales, ensuring efficient use of resources in the UC and AV sectors.
• Monitor and report on the financial performance of channel and distribution activities, including revenue, margins, and ROI, specific to UC and AV products.

Market Expansion:

• Identify opportunities for market expansion within the UC and AV industries through new channels, product categories or customer segments.
• Develop go-to-market strategies for launching new UC and AV products or services through existing or new channels.

Qualifications:

Education:

• Bachelor’s degree in Business, Marketing, or a related field. MBA or other advanced degree preferred.

Experience:

• 15+ years of experience in sales, with a significant portion focused on channel and distribution management within the UC and AV industries.
• Demonstrated experience in expanding channel sales within the unified communications and audiovisual sectors.
• Proficient in the negotiation of agreements and engagement with central partners and vendors in the UC and AV sectors.

Skills:

• Proven abilities in team facilitation and organizational leadership.
• Advanced negotiation and relationship-building abilities, particularly in the context of UC and AV technologies.
• Skilled in strategic thought, with a keen eye for analysis and troubleshooting pertinent to the UC and AV market.
• Innovative thinker open to exploring alternative strategies as necessitated by the organization and market conditions
• Competence in adapting to and operating efficiently within an environment characterized by rapid transitions and activity.
• Proficient in articulating points and conveying written information effectively.

Performance Metrics:

• Achievement of sales targets through channel and distribution networks.
• Growth in market share within key channels.
• Effective execution and establishment of channel strategies.
• Partner satisfaction and retention rates.
• Financial performance metrics such as revenue, margins, and ROI.

Pay Transparency Notice:

• Depending on your work location, the target annual salary for this position can range from $250,000.00 - $35