JOB SUMMARY
The Manager of Channel Sales, Community Solutions is primarily responsible for identifying, recruiting, and developing external Sales Channel Partners and Agents who are focused on selling Spectrum Community Solutions bulk video and internet solutions to Multi Dwelling Unit Owners and Managers within Charter's national footprint. The Manager of Channel Sales is required to ensure that Charter achieves annual targeted bulk sales goals and objectives through its channel partners, by developing and implementing sales programs and campaigns while also training and assisting channel partners through the sales and sales operations process. The Manager of Channel Sales may actively participate in key sales opportunities and is responsible for initial review and obtaining subsequent approval of opportunities while satisfying financial thresholds and the development of required business case through a formal background, recommendation and rationale review process.
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MAJOR DUTIES AND RESPONSIBILITIES
- Actively and consistently support all efforts to simplify and enhance the customer experience
- Develop and execute agent recruitment strategies and tactical plan for multiple Channel Partners
- Ensure that the Channel Partner is correctly activated, with all necessary training and communication material
- Provides sales support to Channel Partner agents during contract negotiations
- Organize support of the Channel Partner including assistance in qualifying opportunities and moving them through the sales process
- Facilitate all contract language negotiations with proper Legal resources within Division and Corporate
- Drive contracted Monthly Recurring Revenue by assisting all agents & sub agents in qualifying Spectrum Community Solutions bulk video and internet solutions to Multi Dwelling Unit Owners and Manager within Charter's national footprint
- Manage and advise Partners on effective solutions to current business opportunities on new products/services as applicable
- Responsible for insuring agent contracts are processed timely and accurately and compliant with approved business rules and delegation of authority
- Ensure accuracy of quotes and proposals with agents by engaging Sales Engineering team on complex deals to review network architecture and installation obligations for both Spectrum and MDU Owner
- Provides guidance and direction to Spectrum Marketing department in creating appropriate Channel Partner marketing collateral and materials
- Assists Sales Operations in identifying operational requirements ensuring channel partner sales efficiencies and operational support
- Complete Sales Packet ("Perfect Packet") on qualified signed business to include; cover letters, W9 forms, Address Listings, ROI approval confirmation, legal building descriptions, and notaries
- Manage the implementation of Channel Partner programs
- Coordinate product presentations, demonstrations, and proposals for the benefit of the Channel
- Attend external client meetings as a necessary step in promoting bulk program throughout designated footprint
- Attend industry trade shows to promote and present bulk services
- Review and approve/advance ROI's prior to proposals being submitted to prospective customers by agent(s)
- Manage "Salesforce" queues and dashboards for Channel Partner performance
- Manage working pipelines of new bulk business through Salesforce ensuring accuracy of 30-60-90 day funnels, and prepare rolling 90 day forecast each month with variance analysis from prior month's forecast as needed
- Develop and maintain a hiring funnel for new partners and agents as may be required
- Conduct, monthly reviews with Spectrum Community Solutions Director/VP and other market management with respect to sales forecasts, opportunities and service delivery issues associated with achieving the sales forecast
- Meet/exceed all recruitment, sales, revenue, and other objectives for the Channel Partners
- Create strategic business plans and monthly/quarterly revenue targets for Channel Partners in coordination with Spectrum Community Solutions Director
- Responsible to assist with support of Channel Partner account base that includes: assisting partners to close business, single point of contact to engage sales engineering resources/Spectrum operations team to close large complex deals
- Meet regularly with Channel Partner to ensure business relationship is running efficiently and to the results-driven satisfaction of both parties
REQUIRED QUALIFICATIONS
Required Skills/Abilities and Knowledge
- Ability to read, write, speak and understand English
- Ability to find creative solutions to resolve complex, difficult problems
- Ability to maintain confidentiality
- Ability to prioritize and organize effectively
- Ability to use personal computer and software applications (e.g., Salesforce)
- Advanced ability to utilize strategic negotiating skills
- Demonstrated ability to sell world-class business communications solutions to large clients
- Proven problem solving and critical thinking skills
- Proven written and oral communication skills with all levels of management and personnel
- Proven external presentation skills to high level clientele
- Demonstrated business acumen and knowledge of broadband and telecommunication business practices
- Ability to work independently and collaboratively
- Ability to manage multiple projects at one time
- Contract negotiation experience
- Valid driver's license, satisfactory driving record within Company-required standards, and auto insurance
Required Education
Bachelor's degree in sales, marketing or business-related field, or equivalent experience
Required Related Work Experience and Number of Years
MDU Sales experience - 5-8
Indirect Sales Channel Marketing - 3-5
Management experience - 3-5
PREFERRED QUALIFICATIONS
Preferred Skills/Abilities and Knowledge
Extensive knowledge of Channel sales and multi-tier reseller business models is a plus
WORKING CONDITIONS
Office environment
Travel as required
SCH201 2025-51876 2025
Here, employees don't just have jobs, they build careers. That's why we believe in offering a comprehensive pay and benefits package that rewards employees for their contributions to our success, supports all aspects of their well-being, and delivers real value at every stage of life.
A qualified applicant's criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances.
The base pay for this position generally is between $83,200.00 and $136,100.00. The actual compensation offered will carefully consider a wide range of factors, including your skills, qualifications, experience, and location. We comply with local wage minimums and also, certain positions are eligible for additional forms of other incentive-based compensation such as bonuses.
In addition, this position has a commission earnings target starting at $69,600.
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