Westell is looking for a Director of Channel Sales – IBW to drive connections, build strong partnerships, and take our channel strategy to the next level—are you ready to lead the way?
The Director of Channel Sales is responsible for managing and growing annual revenue with Westell’s In-building Wireless (IBW) distribution partners. This person will set both qualitative and quantitative targets for product revenue through distribution to maximize profitability, market share and customer satisfaction and will proactively lead, develop and coach the network of distributor partners to exceed sales targets. This is an individual contributor role that will report to the VP of IBW Sales.

QUALIFICATIONS:

· Bachelor’s Degree from an accredited institution or equivalent experience, MBA preferred
· 5 plus years of sales or sales management experience in a business-to-business sales environment, In-Building Wireless and/or Public Safety preferred
· Experience successfully managing analytically rigorous corporate initiatives
· Proven sales experience, meeting or exceeding annual sales targets
· Proven ability to articulate the competitive advantages of products and services
· Ability to communicate, present and influence all levels of the organization, including executive and C-level
· Excellent communication, negotiation, and presentation skills
· Proficient in CRM/MS Office/SAP

Distribution Strategy & Partner Management:

• Develop and execute distribution sales strategy to exceed annual revenue targets
• Identify, evaluate, and recommend new IBW distribution partners
• Lead contract negotiations for new and renewal distributor agreements
• Conduct Quarterly Business Reviews with distributor vendor managers

Sales Operations & Performance Tracking:

• Manage daily registration program approval and coordinate quotes through Regional Sales Directors, follow-up on expiring registrations
• Analyze monthly distributor POS reports and track YoY sales growth against targets
• Analyze distributor sales data to identify high-performing products and strategies, then guide other distributors to replicate success
• Ensure sales opportunities move into CRM system for proper tracking and forecasting

Partner Development & Training:

• Design and implement partner programs, stocking level reviews, and forecast processes
• Prepare New Product Introduction materials and coordinate product launches with pricing guidance
• Conduct vertical sales webinar training and onboard new partner sales representatives
• Plan annual IWCE distributor meetings with VP of Sales and distribution leaders

Cross-Functional Collaboration:

• Keep distributor website product data up-to-date
• Identify new system integrators buying from distributors and introduce to Regional Sales Directors
• Work with customer service on RMA resolution and sales/marketing initiatives requiring distributor participation