Point Broadband and Clearwave Fiber are affiliated companies operating as part of a combined organization. This opportunity is a Clearwave Fiber position, and candidates selected for hire will be employed by Clearwave Fiber under Clearwave Fiber’s benefit plans, payroll, and employment policies.
Director, Partner Sales
Remote - Successful candidate must live in a state in which Point Broadband operates (AL, FL, GA, IL, KS, MD, MI, NY, OH, TN, TX, or VA) #LI-remote
Description
The Director, Partner Sales is responsible for the strategy, growth, and overall performance of the company's third-party reseller and indirect sales channels. This role leads the Partner Sales team and develops scalable partner programs designed to accelerate residential subscriber growth, increase market penetration, and expand the company's presence within the communities it serves.
The Director establishes the overall partner sales strategy, develops and manages key reseller relationships, expands the partner network, and ensures partners consistently meet expectations for end-to-end performance management from point of sale through installation, including customer experience, brand representation, and sales quality.
Partner Sales Strategy & Leadership
- Develop and execute the overall third-party reseller and indirect sales strategy aligned with company growth objectives.
- Lead, coach, and develop the Partner Sales Manager team, establishing clear performance expectations, goals, and accountability.
- Establish monthly execution plan at FDA-level to deliver annual, quarterly, and monthly subscriber, revenue, penetration, and productivity targets for the partner sales channel.
- Develop market-level strategies to maximize sales opportunities within the company service footprint.
- Identify opportunities to expand third-party sales partners across existing and new markets.
- Establish consistent operating standards, processes, reporting, and performance management practices across the partner organization.
- Lead New Business development function with quarter onboarding goals.
Partner Development & Management
- Build and maintain strategic relationships with senior leadership of key reseller and third-party sales organizations.
- Lead the identification, evaluation, negotiation, recruitment, and onboarding of new reseller partners.
- Develop a scalable partner portfolio that provides appropriate market coverage, capacity, and sales productivity.
- Establish partner business plans and conduct recurring executive-level business reviews.
- Develop strategies to improve underperforming partners and recommend expansion, reduction, or termination of partner relationships.
- Oversee partner referral strategies and programs designed to build local relationships and generate sales opportunities.
New Business Development
- Develop and execute a new business development strategy to identify and launch new partnerships to align with geographical needs and penetration rates.
- Identify, evaluate, and pursue new reseller, referral, affinity, community, and strategic partnership opportunities across existing and expansion markets.
- Build a qualified pipeline of prospective partners and business development opportunities, with clear stages, ownership, expected value, and conversion targets.
- Develop relationships with prospective partners, community organizations, property and business stakeholders, and other organizations that can expand market reach and generate new sales opportunities.
- Create business cases for new channel opportunities, including market potential, economics, operational requirements, risks, and expected return on investment.
- Partner with Marketing, Finance, Legal, Operations, and Sales leadership to evaluate and launch new routes to market and growth initiatives.
- Establish new business development goals and report on pipeline value, partner acquisition, launch performance, subscriber contribution, and revenue generated from new partnerships and sales enablement platforms.
Cross-Functional Leadership
- Serve as the primary leadership point of contact between the third-party sales organization and internal business partners.
- Partner with Marketing on market-level campaigns, sales materials, promotions, and lead-generation strategies.
- Coordinate with Operations and Field Services so sales activity aligns with service availability and installation capacity.
- Partner with Customer Care and Sales Operations to identify and resolve customer experience and order quality issues.
Compliance, Quality & Customer Experience
- Establish and enforce standards for sales quality, customer experience, brand representation, and regulatory compliance.
- Ensure third-party organizations comply with company policies, contractual requirements, sales practices, and brand standards.
- Monitor sales quality indicators, customer complaints, cancellations, and other performance trends.
- Partner with internal teams and reseller leadership to investigate and resolve compliance or sales quality concerns.
What You Will Need:
- Bachelor's degree in Business, Marketing, Communications, or related field preferred; equivalent education and relevant experience considered.
- 8+ years of progressive sales leadership experience, preferably within telecommunications, broadband, cable, wireless, or a related industry.
- 5+ years of experience managing indirect sales, dealer, reseller, or third-party sales channels in the FTTH industry.
- Demonstrated experience leading sales managers and geographically dispersed sales organizations.
- Proven ability to develop and execute sales strategies that deliver subscriber, revenue, and market penetration growth.
- Experience developing partner compensation, performance management, and incentive programs.
- Strong analytical skills with experience developing forecasts, business plans, and performance reporting.
- Experience with territory management and sales enablement platforms; SalesRabbit experience preferred.
- Ability to travel regularly throughout company markets, including field visits and partner meetings.
Benefits:
Clearwave Fiber appreciates the role our associates play to help the company grow, and in return an excellent benefits package is offered to our associates to recognize the importance of their contributions such as:
- Medical, dental, and vision plans
- Life insurance (self, spouse, children)
- Paid Time Off
- 10 Paid Holidays
- 401(k)
- Employee Assistance Plan
- Employee Referral Plan
Additional Perks
- Free services, if living within service area
- LinkedIn Learning
- Associate recognition program
- Advancement opportunities
- Collaborative work environment
The employing entity for this position is Clearwave Fiber. Employment terms, benefits, payroll administration, and related policies are governed by Clearwave Fiber and may differ from those offered by other affiliated companies, including Point Broadband.
Bachelor's degree in Business, Marketing, Communications or related field preferred; 8+ years progressive sales leadership, 5+ years managing indirect sales channels in FTTH industry; experience leading sales managers; ability to travel regularly.
Key Responsibilities
- developing partner strategy
- managing reseller relationships
- leading sales team
Skills & Tools
SalesRabbit
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Alabama or Florida or Georgia or Illinois or Kansas or Maryland or Michigan or New York or Ohio or Tennessee or Texas or Virginia
- Languages: English
Benefits
- Generous paid time off
- Retirement plan
About Clearwave Fiber
A fiber broadband provider offering internet services and related solutions. — Industry: Information Technology