Head of Channels

The Head of Channels will be responsible for leading, coaching, and developing a team of Regional Channel Account Managers (CAMs) to enhance Jabra’s growth across the channel ecosystem.

This front-line management role ensures consistent execution of sales strategy, pipeline accuracy, and partner engagement while aligning team performance with Jabra’s revenue and market share goals.

The ideal candidate is an accomplished people leader with proven experience in channel sales, partner development, and account team leadership. They will serve as a key bridge between Jabra’s channel strategy and execution in the field.

Key Responsibilities:

• Team Leadership & Performance Management
  • Lead, coach, and mentor a team of Regional Channel Account Managers.
  • Encourage ownership in fulfilling sales targets, enhancing pipeline initiatives, and collaborating with partners on engagement metrics.
  • Conduct regular performance reviews, set SMART goals, and ensure continuous career development for team members.
  • Cultivate a culture of collaboration, transparency, and high performance.

• Channel Sales Execution
  • Oversee execution of Jabra’s channel sales plan across regional partners, resellers, and integrators.
  • Ensure consistent adoption of Jabra’s sales methodologies, pricing strategies, and partner programs.
  • Support CAMs in strategic partner negotiations, escalations, and joint business planning.
  • Drive channel expansion and partner recruitment to accelerate growth in both audio and video portfolios.

• Forecasting & Pipeline Management
  • Own weekly and monthly forecast accuracy for regional channel sales.
  • Partner with Sales Operations to ensure accurate reporting, pipeline hygiene, and funnel velocity.
  • Provide executive insights into risks, opportunities, and revenue attainment.

• Business Planning & Strategy Alignment
  • Collaborate with VP, Channels & Distribution to design and implement annual channel sales plans.
  • Translate corporate objectives into regional execution strategies for the team.
  • Identify market opportunities and work cross-functionally with marketing, distribution, and product teams to maximize partner impact.
  • Contribute to evolving Jabra’s partner segmentation and coverage model.

• Training, Enablement & Partner Engagement
  • Ensure CAMs are fully enabled on Jabra’s product portfolio, sales motions, and partner programs.
  • Champion ongoing coaching on solution selling and business value articulation.
  • Represent Jabra in partner-facing events, QBRs, and executive meetings.
  • Strengthen relationships with key distributors and resellers to unlock incremental growth.

• Operational Excellence
  • Monitor channel fund utilization and ROI on partner investments.
  • Ensure compliance with Jabra’s channel policies, T&Cs, and program guidelines.
  • Encourage consistent advancements in sales workflows, reporting formats, and partner collaboration approaches.

Qualifications:

• 8+ years of progressive experience in channel sales or partner management, with 3+ years in a front-line leadership role.
• Demonstrated ability to lead and develop effective sales teams.
• Extensive knowledge of IT/UC/AV channels, including resellers, DMRs, NSPs, and distribution.
• Exhibited proficiency in managing forecasts, pipeline strategies, and meeting sales quotas.
• Effective communication, negotiation, and executive presentation skills.
• Ability to travel as needed to support team, partners, and events.
• Achievement of regional channel sales revenue targets.
• Forecast accuracy (monthly/quarterly).
• Growth in partner pipeline and recruitment of new partners.
• Partner satisfaction and engagement levels.
• Team performance and retention.

Pay Transparency Notice:

• The target annual compensation for this position can range from $210,000.00 - $280,000.00 total earnings for sales performance.
• Compensation for roles at GN depends on a wide array of factors including but not limited to location, role, skill set, and level of experience
• To remain competitive, GN offers a competitive benefits package, including annual bonuses, health insurance, a 401(k) plan, and paid vacation and holidays

We encourage you to apply:

We highly value a mindset, motivation, and energy, that aligns with our core values, to not only ensure growth for you, but for your team and the wider GN organization as well.

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