Senior Director Channel Sales West

The Role

Lumen’s Global Partner Solutions organization is accelerating growth through a modern, partner-led go-to-market. The Senior Director, Channel Sales leads an integrated regional motion across our highest impact partners (trusted advisors/agents, VARs, MSPs), our scale/longtail segment, a dedicated inside channel management function, and a focused partner recruiting motion to deliver measurable revenue, pipeline, and partner experience (PX) outcomes. The role blends regional leadership, strategic partner acquisition, co-sell execution on priority solution areas/plays, regional events and demand, inside channel operational leadership, and operational excellence across the funnel—grounded in data, rhythm of business (ROB), and cross-functional collaboration. 

The Main Responsibilities

• Lead Regional Sales Directors responsible for high-impact partners, portfolio strategy, coverage models, joint business plans, and growth targets.
• Ensure Channel Managers and Scale Channel Managers are aligned to support partner coverage, pipeline development, and execution.
• Define partner segmentation, success metrics, and growth priorities across strategic, growth, and scale segments.
• Drive repeatable partner sales motions, including campaigns, enablement, promotions, and MDF utilization.
• Manage forecast accuracy, portfolio health, and risk/opportunity reviews across the regional partner book.
• Oversee Inside Channel Manager support, funnel integrity, deal coordination, and day-to-day partner support.
• Simplify partner processes across lead intake, deal registration, pricing approvals, provisioning, and billing inquiries.
• Use CRM, dashboards, and weekly operating reviews to identify blockers, improve execution, and accelerate close.
• Lead partner recruitment and onboarding efforts to expand regional market reach and solution specialization.
• Build partner acquisition priorities across trusted advisors, agents, VARs, MSPs, and systems integrators.
• Establish recruiting plays and onboarding milestones that accelerate new partner productivity.
• Track partner acquisition performance, activation, early pipeline contribution, and readiness against solution priorities.
• Publish regional partner strategies, quarterly scorecards, and performance updates.
• Translate Lumen solution areas into partner-ready campaigns, enablement, and co-sell motions.
• Host partner councils, executive roundtables, customer events, and roadshows to build pipeline and executive alignment.
• Coordinate co-marketing efforts and measure campaign, MDF, and sourced/co-sell pipeline impact.
• Partner cross-functionally with Product, Marketing, Legal, Finance, Delivery, PX, and Sales Operations to improve the channel model.
• Champion program clarity, partner incentives, rules of engagement, and continuous improvement.

Outcomes & Metrics

• Revenue growth, ARR/ACV, and contribution to regional plan
• Sourced/co-sell pipeline, conversion, and time-to-close
• Partner experience, resolution times, SLAs, and conflict reduction
• Enablement adoption, certifications, specialization, and win-rate improvement
• Forecast accuracy, data quality, operating rhythm, and MDF/campaign ROI

What We Look For in a Candidate

• 12–15+ years in channel/partner sales leadership (telecom, cloud, networking, managed services, security), including 7+ years managing multi‑layer teams (field + inside). 
• Demonstrated success recruiting and scaling trusted advisors/agents, VARs, MSPs/SIs, with measurable revenue impact. 
• Deep understanding of indirect GTM, partner economics, MDF, SPIFFs/incentives, and PX best practices. 
• Fluent in co-sell motions and solution area plays; strong executive communication and negotiation skills. 
• Data driven operator with CRM/forecasting rigor and ROB discip