Agent Channel Manager - CCI

at Cox Communications - NWA in Springdale, Arkansas, United States

Job Description

The Regional Agent Channel Manager is responsible for all aspects of partner recruitment, enablement, growth of the sales funnel, and selling the Cox Business and Cox Commercial Services portfolio. Responsibilities include executing a plan to optimize revenue opportunities and growth within a multi-state territory. This role is a quota bearing position with responsibility to generate desired results

PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS:

• Individual contributor managing and developing channel partner relationships within assigned multi-state sales territory. Territories include up to 1,000 partners, most often IT companies. Usually there are over 100 active partners varying in organization size up to 10,000 employees.

• Sells into a wide range of customer types and sizes including enterprise accounts (Fortune 1000) with channel partners by providing discovery, pricing, proposals and order entry for partner opportunities. In addition, provides customer account management selling across the full portfolio of Cox Commercial Services including HN, RapidScale, Segra, etc. that the channel partner is supporting.

• Delivers account growth and account management for mid-market customers up through and including enterprise accounts for Cox Business. Responsible for increasing revenue through partners by supporting customer meetings, Quarterly Business Reviews, collaboration with Cox Business Service Management, Sales Engineering and Complex Billing. Reviews quotes, RFPs, and other customer documents to develop and prepare effective proposals and/or responses.

• Collaborate effectively with the local Technology Service Distributor field sales organizations to increase revenue sold through channel partners. Plays a lead role in targeting and cultivating key customer and opinion leader relationships within TSD and Channel Partner companies within assigned multi-state territory.

• Develop a robust channel partner ecosystem that generates consistent sales results based on channel partner profiles, rankings and business/sales plans. Collaborates across Sales Engineering, Marketing, Sales Support, Alliances and Partnerships, Channel Development Managers, Account Managers, Fulfillment, Legal and finance to maximize sales opportunities with assigned channel partners.

• Lead channel partner engagement, enablement, co-marketing and product awareness activities leveraging internal resources. Acquires and assesses customer feedback to determine current satisfaction levels and future market needs and trends.

• Act as an industry leader in the assigned multi-state territory for the Channel. The Regional ACM will represent all Cox Commercial services at national and regional industry events

• Act as a positive Brand Ambassador internally and externally to increase brand awareness for Cox Business, Cox Private Networks, Hospitality Networks, RapidScale, and Segra in support of Channel Sales strategy.

• Align with top-selling channel partners and their key stakeholders.

• Set mutual success metrics with top channel partners and execute a go-to-market sales plan.

• Proactively manage large channel partner sold customers including quarterly business reviews, account growth plans, customer and partner education, collaboration with Service Management, Complex Billing SME, Sales Engineering and Executive Leadership.

• Recruit new channel partners into the program based on their profile and propensity to sell Cox Business, Cox Private Networks, Hospitality Networks and Cloud solutions.

• Travel to attend regional and national partner events regularly.