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Tech Stack
Tools & technologiesCloudVoIP
About the role
Key responsibilities & impact- Develop, recruit, and expand strategic channel partnerships across the region to drive recurring revenue growth and market expansion.
- Generate sales-qualified pipeline through partner engagement, co-selling initiatives, demand generation campaigns, and territory development activities.
- Enable partners to successfully position and sell Sangoma’s UCaaS, CCaaS, VoIP, Hybrid Cloud, Voice, and Data solutions.
- Serve as the primary relationship owner for channel partners, providing ongoing business planning, sales enablement, training, and operational support.
- Conduct regular partner business reviews (QBRs) focused on pipeline growth, revenue performance, market opportunities, and strategic alignment.
- Collaborate with partners on joint go-to-market strategies, account mapping, lead generation campaigns, and competitive displacement opportunities.
- Drive partner activation and engagement by implementing incentive programs, onboarding initiatives, and sales acceleration activities.
- Maintain accurate pipeline forecasting, partner activity tracking, and opportunity management within CRM systems such as Salesforce.
- Work cross-functionally with Sales, Marketing, Engineering, Product, and Support teams to maximize partner success and customer satisfaction.
- Analyze market trends, competitive activity, and customer needs to identify new business opportunities and adjust territory strategies accordingly.
- Act as the voice of the partner by delivering market feedback, customer insights, and competitive intelligence to internal stakeholders.
- Represent Sangoma at industry events, partner conferences, trade shows, and networking opportunities to strengthen brand awareness and channel growth.
- Develop executive-level relationships with partner leadership teams to increase strategic alignment and long-term business development.
Requirements
What you’ll need- 3–5+ years of channel sales, partner management, or indirect sales experience within Unified Communications, UCaaS, CCaaS, VoIP, telecom, cloud communications, or related technologies.
- Proven success generating partner-driven pipeline and achieving revenue growth through channel relationships within the assigned territory.
- Established relationships with telecom agents, Technology Service Broker, distributors, technology consultants, VARs, MSPs, or reseller partners in the region.
- Strong understanding of UCaaS, CCaaS, VoIP, SIP, networking, cloud communications, and related business communication technologies.
- Experience developing and executing territory growth strategies, partner business plans, and go-to-market initiatives.
- Demonstrated ability to recruit, onboard, enable, and grow channel partners that deliver measurable business results.
- Strong knowledge of the competitive communications landscape, including providers such as RingCentral, Zoom, Microsoft Teams Voice, Cisco, 8x8, Dialpad, or similar platforms.
- Experience conducting partner training, QBRs, pipeline reviews, and executive-level business discussions.
- Excellent communication, presentation, negotiation, and relationship-building skills with the ability to influence stakeholders at all levels.
- Proficiency with CRM and channel management tools such as Salesforce, PRM platforms, and pipeline forecasting systems.
- Strong analytical and strategic planning skills with the ability to interpret market trends, sales data, and territory performance metrics.
- Self-motivated, highly organized professional with the ability to manage multiple partner relationships and priorities effectively.
- Ability to travel throughout the territory as needed to support partner engagement, events, and customer opportunities.
- Bachelor’s degree in Business, Marketing, Communications, or related field preferred.
- Experience with AI-powered communications, contact center technologies, or conversational AI solutions is a plus.
Benefits
Comp & perks- Extensive Benefit Options (Health, Vision, Dental, Long & Short term Disability) effective after a short waiting period
- Flexible PTO plan & Company Holidays
- Entrepreneurial work environment partnered with high-growth career opportunities
- We offer a competitive salary plus a variable commensurate with years of experience in this specific position and the candidate's location.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel salespartner managementindirect salesUCaaSCCaaSVoIPSIPnetworkingcloud communicationsterritory growth strategies
Soft Skills
communicationpresentationnegotiationrelationship-buildinginfluencinganalytical skillsstrategic planningself-motivatedhighly organizedability to manage multiple priorities
Certifications
Bachelor’s degree in BusinessBachelor’s degree in MarketingBachelor’s degree in Communications