Channel Development 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.

Job Summary:
The Channel Development role is the primary point of contact for Technology Distributors (TD), Selling Partners, Media, & Industry. This role reports to the VP, Channel Development.

Job Scope:

The role interacts and collaborates with all departments within our master agents and GTT.

Duties and Responsibilities:

• Develop and execute revenue growth plans aligned with GTT’s monthly, quarterly, yearly goals.
• Lead and direct efforts to increase the organization’s visibility and name recognition throughout the channel.
• Develop and execute revenue growth plans factoring in market & region.
• Build new pipeline of revenue through traditional and non-traditional partnerships.
• Develop and execute Selling Partner recruitment and engagement planning
• Develop goals and objectives, defining performance metrics, conducting sales tracking, monitoring progress, and reporting on results.
• Develop a partner onboarding funnel management structure for tracking mindshare effort results with selling partners.
• Ongoing development and relationship strategy with Technology Distributors Executive and Leadership teams, national and regional.
• Develop and maintain quarterly business reviews with Technology Distributors (Sales & Engineering).
• Review partner’s performance against contractual commitments, alignment of company goals.
• Facilitate effective advisory dialogue for channel influencers, back office and technology SME’s working with GTT.
• Lead monthly Technology Distributors performance reviews with GTT Regional Channel VP’s.
• Lead monthly review of selling partner participation with SVP, Regional Vice Presidents & Teams.
• Coordinate and manage assigned technology distributors’ onboarding and future training development
• Develop consistent communications with key technology influencers at TD (Product SME’s Sales Engineering teams)
• Annual Marketing Sponsorship reviews & coordination with GTT Marketing team.
• Development of TD and Partner recognition program/process
• Development of recognition & reward program- Selling Partners
• Position GTT products & services with TDs & selling partners
• Manage, attend, and track ROI for channel calendar events
• Develop and maintain TD GTT organizational charts
• Update and maintain Partner Portals, training material, SPIFFs, etc.
• Help manage TD agent commission issue escalations

Required Experience/Qualifications:

• Minimum of 10 years in Telecom Channel Experience (Sales or marketing)
• Extensive channel experience and relationships at the national and regional TD and Selling Partner levels
• Excellent communication and interpersonal skills
• Ability to effectively work interdepartmentally with all key GTT stakeholders in partner and customer lifecycle management
• Channel marketing budget management experience

Hours/Travel/Shift:

Up to 50% travel

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, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
• Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and 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 fulfil 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, 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 customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting 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.

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