Channel Sales Director

About GTT:

GTT is a leading global provider of secure cloud networking solutions for multinational organizations. We design and deliver solutions that leverage advanced cloud, networking and security technologies. We complement our solutions with a suite of professional services and exceptional sales and support teams in local markets around the world. We serve thousands of national and multinational companies with a portfolio that includes SD-WAN, security, Internet, voice and other connectivity options. Our services are uniquely enabled by our top-ranked, global, Tier 1 IP backbone, which spans more than 260 cities on six continents. The company culture is built on a customer-first service experience reinforced by our commitment to operational excellence and continuous improvement in our business, environmental, social and governance practices. For more information, visit gtt.net.

A Channel Sales Director for GTT is responsible for identifying, developing, and expanding relationships with distributors, resellers, and retailers.  A Channel Sales Director is responsible for generating additional demands through partner events; studying the market for newer trends; managing channel conflicts; and fostering relationships between channel partners and sellers. 

Duties and Responsibilities:

• Scheduling promotional work and tracking sales activities; quoting prices, preparing proposals and providing information regarding terms and delivery, and negotiating contracts.
• Developing new business within assigned region or industry; gathering data on marketing trends, competitive products and pricing.
• Presenting products or services for stakeholders, answering any customer questions and addressing their needs.
• Prospecting new business, setting and closing appointments with key decision makers, servicing existing business and developing strong client relationships.
• Ensure sales teams know partners, available solutions or expertise and who, how and where we can leverage these partners to drive growth in our accounts
• Responsible for identifying and penetrating prospective Enterprise customers headquartered in the assigned target market
• Generate sales revenue by promoting GTT products and services to partners
• Lead all stages of the sales cycle as needed to support the conversion of opportunities to sales.
• Maintain comprehensive knowledge of industry and customers to identify and propose unique solutions
• Leverage knowledge to execute sales strategy that meets or exceeds revenue objectives.
• Create strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business
• Track, analyze and report sales activity using GTT’s internal sales reporting tools

Required Experience/Qualifications:

The ideal candidate will have the following:

• 7+ years of experience in Channel sales in the telecommunications/technology sector
• Demonstrated success in consistently meeting or exceeding a monthly sales quota
• Thorough knowledge of the enterprise customer base in the assigned geography
• A proven ability to generate leads, penetrate new accounts, and develop and manage a pipeline
• Excellent interpersonal and communication skills, verbal and written, facilitation and presentation techniques
• Strong leadership/team skills and a positive track record in executing sales process and coordinating among internal and external stakeholders
• Ambition and a willingness to learn and develop professionally

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Problem Solving: Knowledge of approaches, tools, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
• Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Channel Sales: Knowledge of various channel sales strategies and solutions used to execute and fulfill a sales plan; ability to sell a hospitality organization's brand, products, and services through multiple and diverse avenues.
• Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
• Customer First (Customer Facing) : Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement

GTT 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. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.