Head of Channel Sales

As vCom’s Channel Management Leader, you will inspire and lead a team of Channel Managers. Your Channel Management team plays a pivotal role in spreading vCom’s mission to revolutionize how businesses manage their technology spend. You will be keenly focused on expanding our market presence through the development and management of successful channel partnerships. Along with your direct reports, you will be responsible for identifying and establishing relationships with key partners, driving sales initiatives, and ensuring the successful execution of joint business plans.

Your passion for sales is infectious. Your desire to cultivate a winning team is matched by your excellent communication skills, allowing you to empower and drive your team’s success. You have enthusiasm for your work and take pride in your contributions on your team and to the greater org. Your ambition and motivation to succeed is complemented by your humility and growth-mindset. You demand to be held accountable in a team-oriented environment and as a result achieve accountability from your team and peers. You see opportunities to expand our partnership with customers and confidently bring your ideas to the table. You’re driven to face challenges head on with a sense of urgency and follow through to reach resolutions.

In Your First Month, You’ll

• Become fluent in vCom’s Go-To-Market strategy
• Familiarize yourself with our sales teams and Partner Ecosystem
• Join our management team and collaborate on our mutual goals
• Meet your team members and learn about their career goals
  
  

In Your First 3 Months, You’ll

• Understand competitor products and provide the benefits of vCom’s products and solutions
• Be able to competently demo our software platform, vManager
• Have regular cadences with direct reports, channel partners, and internal stakeholders
• Lead day to day execution of your team’s sales activities
• Own the responsibility for your team’s forecasting and funnel activities
• Lead your team in actively targeting and engaging prospective channel partners
  
  

In Your First 6 Months, You’ll

• Bring on new channel partnerships from your pipeline of potential partners
• Be fully engaged in the role, operating autonomously and collaborating with team members and other sales leaders
• Hold regular reviews with your team members to ensure career development, quality funnel management, quota attainment, etc.
  
  

What You’ll Do

• Demonstrate commitment to vCom’s core values by leading, acting, and behaving in a manner consistent with these values
• Be one of vCom’s key evangelists and inspire others to evangelize the value we deliver
• Recruit, hire, and provide professional development for your sales team
• Manage each team member to achieve successful results through activity-based metrics
• Train and coach your sales team to implement vCom’s RevGen strategy
• Establish goals with each team member
• Produce sales reports, monthly forecasting, and track the sales funnel for your team
• Evaluate sales practices and processes to determine if they are having the desired impact
• Create and deliver effective sales presentations, proposals, and reports to channel partners and internal stakeholders
• Work closely with internal teams, including marketing, product sales, and sales leadership, to drive successful partner engagement
• Track and analyze sales performance metrics, providing regular reports and recommendations for improvement
  
  

What You’ll Bring

• 5+ years in the telecommunications, network and/or SaaS industries
• A deep understanding of data, mobile and cloud products and services
• A proven track record of success in channel management and sales leadership working for a mid-sized business, including building out a channel team
• Solid experience managing team members and provide career development coaching
• Must be a self-starter, resourceful and willing to take initiative
• Able to successfully cultivate relationships with partners and customers, understanding the needs of each unique organization
• Able to maintain professional poise and comfort leading discussions with decision makers, end-users, technology professionals, and vCom team members
• Ability to quickly become an expert in vCom's model and our value proposition
• Excellent verbal and exceptional written communication skills, with ability to communicate complex technology concepts and application
• Excellent presentation skills - comfortability with training and demos, including clear communication around products and desired outcomes
• Excellent time management and organizational skills
  
  

It’s Also Helpful If You’ve Got

• Network of Technology Solution Distributors (TSDs, TSBs, and MSAs)
• A network for recruiting team members
  
  

Compensation And Benefits

• Annual salary range: $100,000-$150,000
• Annual commission potential: $120,000-$170,000+
• vCom offers a comprehensive benefits package to full-time employees
  
  

Travel

• Approximately 25-35% Per Month
  
  

The Selection Process

• After submitting a resume, qualified candidates will be invited to complete two separate assessments
• Once the assessments are completed, candidates will participate in a pre-screening phone screen with Human Resources
• A select group of candidates will be interviewed (rounds of interviews may include the team, the vCom’s EVP of Revenue, and vCom’s CEO)
  
  

Eligibility

Only those candidates authorized for work in the United States will be considered for employment as we are not sponsoring employment visas for this role.

Why vCom is a match for you and what you’ll love here:

• Culture matters to you. You belong with us. Practice Transparency, Authenticity, & Vulnerability daily.
• You want a career where you are. Our distributed team is closer than ever. Join a team that has been working from anywhere since 2004, staying connected live and within chat group communities.
• You are driven to be a part of a winning team. Our teams our small, but mighty. Be an integral part of a tight-knit group of valueCreators focused on making a positive impact through teamwork.
• You have a growth mindset. We’ve got opportunities to help you grow. Design your career path to fulfill your interests, while achieving business needs.
• You want to have fun at work. We know how to achieve results and have fun together. Deepen bonds with customers and coworkers beyond the daily work.
• You work hard at all you do. Give and receive recognition here. Celebrate peer, team, and org-wide successes.
• Gratitude and giving back are core to who you are. Help us make a difference in YOUR community. Be the change you wish to see by utilizing 8 hours of FREE paid time off to volunteer for an organization of your choosing.
• You take care of our customers. Our benefits take care of you (and your family). Prioritize your wellness - physically, mentally, and financially – with vCom’s generous benefits and wellness programs.
  
  

About VCom

vCom Solutions, Inc. is a pioneering leader in technology expense management, dedicated to revolutionizing how businesses manage their technology spend. With a passion for innovation and a commitment to exceptional customer service, vCom is a trusted partner for organizations looking to optimize their technology investments. What’s more, our employees rave about working here! vCom has received the prestigious Best Places to Work award in the SF Bay Area for 17 years in a row and has been named one of Glassdoor's Best Places to Work (Employee's Choice, Small Business List).

EEO Statement

vCom Solutions provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics.