[Hiring] Senior National Channel Manager @B Riley

Role Description

We are seeking a full-time Senior National Channel Manager. The base salary for this position is $85,000 - $105,000 annually plus uncapped commissions.

The Senior National Channel Manager is responsible for developing, managing, and expanding the company’s indirect sales channels across the country. This role focuses on building strong relationships with channel partners (e.g., resellers, distributors, agents), driving revenue growth, and ensuring alignment with overall sales strategy in the telecommunications sector.

• Develop and execute a national channel sales strategy to drive revenue growth and market expansion
• Identify, recruit, onboard, and manage channel partners including VARs, MSPs, distributors, and telecom agents
• Build and maintain strong, long-term relationships with key partner organizations
• Establish sales targets, KPIs, and performance metrics for channel partners
• Collaborate with internal sales, marketing, and product teams to support partner success
• Conduct regular business reviews and performance evaluations with partners
• Drive partner enablement through training, certifications, and sales tools
• Negotiate contracts, pricing, and partnership agreements
• Monitor market trends, competitor activity, and customer needs within the telecom industry
• Forecast channel sales and provide accurate pipeline reporting
• Ensure compliance with company policies and industry regulations
• Perform other tasks as assigned

Qualifications

• Bachelor’s degree in Business, Marketing, Telecommunications, or a related field preferred
• 7+ years of experience in telecom sales, channel management, or partner ecosystems
• Proven success driving channel sales performance and sustained revenue growth
• Deep knowledge of telecom products and services, including connectivity, VoIP, and cloud communications
• Experience managing indirect sales models and large, geographically dispersed partner networks
• Strong strategic selling skills, including pipeline forecasting, market analysis, and competitive positioning
• Excellent negotiation, communication, and relationship-building abilities across stakeholders
• Proficiency with CRM tools for lead tracking and follow-up
• Ability to travel as needed

Benefits

• Competitive salaries
• Access to our 401(k) profit sharing retirement plan
• Paid holidays, vacation, and sick leave
• Voluntary group medical, dental, and vision insurance
• Company paid life and disability coverage