CHANNEL EXECUTIVE JOB DESCRIPTION TEMPLATE

A Channel Executive owns the revenue relationship between a technology vendor and its external sales partners. The role sits inside the go-to-market organization, accountable for a named book of resellers, value-added resellers, or mobile operators whose sell-through results count directly toward quota. Partner contracts, deal registration, and joint business planning are this person's day-to-day terrain. Getting those things right - or wrong - shows up immediately in the pipeline.

As the Channel Executive, you manage a portfolio of technology channel partners to grow indirect revenue and expand market coverage within a defined regional or vertical scope. You operate within the go-to-market team, collaborating with product, marketing, and finance stakeholders to align partner capacity with organizational sales targets.

Career Impact: Carrying a quota of $1M or more against named partner accounts builds a commercially measurable record that transfers directly into senior channel or alliance roles.

Business Impact: The partners you recruit, enable, and retain determine how much of the addressable market the company can cover without adding direct headcount.

Growth Opportunity: Sustained performance in this seat develops the contract negotiation and joint business planning skills that Channel Manager and Alliance Director roles require.

• Manage a defined portfolio of channel partners to achieve quarterly and annual revenue targets within budget and forecast.
• Negotiate contract terms with prospective and existing partners to establish mutually beneficial agreements that support long-term growth.
• Develop and execute joint business plans with partners, identifying key focus areas and seasonal priorities that align to organizational objectives.
• Recruit new reseller and VAR partners by prospecting via telephone, email, and professional networks to expand regional coverage.
• Enable partners through structured training on product value, ROI positioning, and go-to-market execution to accelerate their selling capability.
• Monitor partner pipeline, forecast accuracy, and sales performance, optimizing tactics when results diverge from plan.
• Coordinate with marketing, product, and finance teams to deliver co-funded promotions, product launches, and incentive programs through the partner base.
• Evaluate partner performance against agreed metrics and develop improvement plans or escalation paths where gaps persist.

• Bachelor's degree in Business Administration, Engineering, or a related field, or equivalent work experience.
• 3 or more years of channel sales, partner management, or business development experience, with a demonstrated record of quota attainment.
• Experience managing a partner pipeline and producing accurate monthly and quarterly sales forecasts.
• Proven ability to negotiate commercial agreements with external partners and internal stakeholders to reach durable, win-win outcomes.
• Strong analytical skills to interpret sales data, identify performance trends, and translate findings into actionable account plans.
• Excellent verbal and written communication skills, including the ability to deliver structured presentations to senior partner contacts.
• Demonstrated ability to manage multiple partner relationships and competing priorities without loss of execution quality.

• Experience carrying a channel quota of $1M or more annually using solution or consultative selling methodologies.
• Prior exposure to mobile operator, VAR, or cybersecurity training distribution channels.
• Bilingual proficiency in English and a second language, particularly for roles covering Latin American or Asia-Pacific partner markets.
• Familiarity with deal registration processes and indirect sales incentive program structures.

• Partner-attributed revenue vs quota, measured quarterly against the assigned book of business.
• Pipeline coverage ratio, tracking whether active opportunities are sufficient to meet the next two quarters of target.
• New partner recruitment count per half, reflecting progress against regional coverage expansion goals.
• Partner enablement completion rate, measuring the share of managed partners trained and certified within each program cycle.
• Joint business plan adoption rate, tracking the percentage of partners with an active and reviewed account plan on file.
• Typical tools: CRM platforms (commonly Salesforce or Microsoft Dynamics) and partner relationship management portals.

• Base Salary Range: $85,000 to $115,000 annually, depending on region and experience.
• Bonus: Variable commission plan tied to partner-attributed revenue, typically 20 to 30% of base at target.
• Equity: Stock options or RSUs offered at mid-size and public technology companies.
• Health Benefits: Medical, dental, and vision coverage, with employer contribution toward premiums.
• PTO: 15 to 20 days annually, plus standard federal holidays.
• Common Perks: Home office stipend, travel expense reimbursement, and partner conference attendance.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other characteristic protected under applicable federal, state, and local law. Candidates requiring a reasonable accommodation to participate in the application or interview process should notify the hiring team in writing. Employment in this role is contingent on successful completion of a background check. Applicants must be authorized to work in the United States.

The Channel Executive owns the end-to-end partner lifecycle for Mobile Operators, from pitch development and contract negotiation to launch execution and joint business planning. Working closely with Business Group, WW teams, engineering, and finance, this role builds the strategic alignment and channel performance that expand Microsoft's mobile operator ecosystem.

Key Responsibilities

• Negotiate mutually beneficial contract terms with internal stakeholders and partners.
• Co-create unique products and services with Mobile Operator partners.
• Manage pipeline of partners, weighing resources against opportunity.
• Assist partners with onboarding, including setting up for reporting.
• Manage the launch process, from technical integration through to GTM and launch execution.
• Drive ease of doing business in alignment with CPE Survey results through timely issue resolution and partner support.
• Develop a deep understanding of the Operator's strategy, business imperatives, and profitability drivers.
• Build deep relationships with internal stakeholders across Business Group, WW teams, engineering, local category teams, CCPM, and finance.
• Share broad industry and ecosystem knowledge of market and technology trends with Operators.
• Drive partner transformation and growth to prioritize and execute new and strategic initiatives with partners.
• Leverage industry knowledge, channel insight, and customer understanding to drive strategic alignment and land joint business objectives.
• Orchestrate annual and seasonal planning processes with partners and identify key focus areas for actionable account planning.
• Measure and monitor sales performance vs budget and forecast, and optimize tactics to deliver sales and profitability.

Required Qualifications

• 5+ years of experience in partner management, sales, business development, or partner channel development in the technology industry.
• Bachelor's degree in Business Administration, Engineering, or related field with 3+ years of equivalent experience.
• 3+ years of experience with planning, budgeting, and project management activities.
• Experience working with mobile operators and national retailers.
• Understanding of consumer channels, mobile operator, and retail landscape.
• Strong ability to analyze sales data, draw conclusions, develop accurate business plans and forecasts, and drive program execution.
• Retail partner account management with proven business operational excellence through joint business planning, channel strategy, and performance monitoring.
• Strong presentation skills and ability to influence multiple stakeholder groups.
• Ability to manage multiple priorities and partners simultaneously.
• Professional sales and negotiations training with a track record of win-win deal structures.

Embedded within the Singapore commercial team, the Channel Executive manages Luxury-On-Trade channel accounts including KTV, Private Clubs, and Dance Clubs to grow sales revenue and achieve brand targets. Working closely with the Channel In Charge and Marketing team, this role executes trade promotions and account strategies that strengthen the domestic business.

Core Functions

• Liaise with the Marketing team to implement Below-The-Line (BTL) consumer promotions across LOT channel.
• Devise annual sales plan, outlet segmentation, and sales strategies.
• Penetrate and secure new accounts and contracts to grow sales revenue.
• Achieve individual sales targets across all brands for the Financial Year.
• Review and evaluate trade marketing programmes and activities for effectiveness and efficiency.
• Provide regular updates to the Singapore Marketing team and wider commercial team on competitor activities and industry trends.
• Submit daily sales call reports on business engagements with trade customers via Sales Force app.
• Assist Channel In Charge to develop new business channels for sales opportunities.

Qualifications and Experience

• At least 2 years of experience in sales, preferably in the F&B industry.
• Strong planning and analytical skills with the ability to adapt to change.
• Sound project management capabilities with a meticulous eye for detail.
• Proficient in Microsoft Office applications.
• Strong presentation, communication, and negotiation skills.
• Energetic, confident, self-motivated, and able to handle multiple and diverse tasks.

Reporting to senior leadership, the Channel Executive leads channel sales initiatives across the North American Eastern and Latin American Regions, managing training provider partnerships that generate demand for (ISC)2 certification and education products. Partnering with marketing, communications, and education teams, this role drives quota attainment and partner growth that expand (ISC)2's reach across key markets.

Primary Duties

• Oversee and manage all channel sales initiatives for the North American Eastern and Latin American Regions.
• Enable channel partners through training on the business value and ROI of (ISC)2.
• Focus on key performance indicators and partner metrics to ensure consistent growth and results.
• Manage sales activities of partners to generate revenue and coordinate with partners to create and execute business plans.
• Negotiate contracts with current and prospective channel partners.
• Manage sales pipeline, forecast monthly sales, and identify new business opportunities.
• Stay current with market trends and competitor activities and communicate updates on new products to partners.
• Deliver presentations and attend sales meetings and partner conferences.
• Evaluate partner performance and recommend improvements.
• Work with partners to develop sales proposals, quotations, and pricing.
• Work interdepartmentally on cross-selling opportunities and collaborate with marketing, communications, and education teams on key partner activities.

Experience and Qualifications

• University degree preferred, or relevant work experience in lieu of a degree.
• Minimum 3 years of experience driving channel sales within cybersecurity, training, or information technology.
• 5 years of experience carrying a quota of at least $1M annually using target account, solution, or consultative sales techniques.
• Demonstrated track record of success maintaining an existing partner base and acquiring new partners.
• Aptitude for understanding how technology solutions solve business problems.
• Strong verbal and written communication skills, including presentation skills.
• Excellent interpersonal skills and ability to build strong relationships with partners.
• Bilingual: fluent in English and proficient in Latin American Spanish, both verbal and written.

Sitting at the intersection of partner development and technology sales, the Channel Executive identifies and recruits VAR partners in the IT channel while building mindshare across reseller sales, vendor management, and marketing teams. Operating across prospecting, deal registration, and product specification, this role drives new sales opportunities and purchase order conversion for KVM and AV solutions.

Duties

• Identify and recruit new VAR partners in the IT channel.
• Host face-to-face meetings and visit reseller sales floors on a monthly basis.
• Gain mindshare of sales teams, vendor management, and marketing teams to become the number one KVM vendor for major VAR accounts.
• Collaborate with the marketing team to execute new product launches, events, and initiatives with channel partners.
• Manage the deal registration process and collaborate on tender responses.
• Carry out high-quality prospecting via telephone, email, and social platforms to generate new sales opportunities.
• Follow up on leads generated through marketing campaigns and events.
• Ensure all partner referrals and outstanding quotations are followed through to purchase order.
• Understand customer needs to correctly specify products from the KVM and AV product range.

Skills and Qualifications

• 2 years of experience working in a B2B sales environment.
• Knowledge of CRM and other technology tools to maximize effectiveness.
• Confident, persistent, and curious with the ability to develop new business through networking and referrals.
• Extremely organised and capable of prioritising and managing time effectively.
• Positive team player with excellent communication skills and telephone presence.
• Self-motivated and able to work independently as well as collaboratively.

A key member of the Creative Production team, the Channel Executive delivers day-to-day administrative support to the VP of Creative Production and Director of Production, covering scheduling, travel, reporting, and project coordination. Collaborating across production and talent teams, this role enables smooth operational execution across bidding, scripting, and production scheduling workflows.

Scope of Work

• Provide day-to-day administrative support to VP, Creative Production and Director, Production positions.
• Handle highly confidential materials and information.
• Create and update reports, documents, spreadsheets, and presentations.
• Help prepare bidding packages for distribution and break down scripts or animatics.
• Update production schedules and help foster positive talent relationships.
• Assist with special projects and other duties as needed.

Background and Experience

• Minimum 1 year of entertainment internship, production, or agency experience.
• Fluency in MS applications including Excel, Word, PowerPoint, Outlook, and SAP.
• Detail-oriented, organized, self-motivated, and able to work both independently and collaboratively.
• Strong time management skills with the ability to multitask in a fast-paced, high-pressure environment.
• Curiosity about new trends in the industry.