Inside Channel Sales Manager

About GTT:

GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.

We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit www.gtt.net.

Role Summary:

A strategic and driven Inside Channel Sales Manager will lead our indirect sales efforts within the fast-paced technology sector. This role is pivotal in expanding our market reach through channel partners, including VARs, MSPs, distributors, and system integrators. Responsible for building strong partner relationships, driving revenue growth, and enabling partners with the tools and training they need to succeed in selling our cutting-edge tech solutions.

Job Scope/Supervision:

This role will report to the Regional VP, Channel Sales.

Duties and Responsibilities:

• Develop and execute channel sales strategies to drive adoption of our technology products and services.
• Identify, recruit, and onboard high-potential channel partners aligned with our business goals.
• Collaborate with sales admin to onboard new partners and partner enabled clients.
• Provide ongoing training, enablement, and support to ensure partner success and product knowledge.
• Monitor partner performance, pipeline development, and forecast accuracy; implement corrective actions as needed.
• Work cross-functionally with Channel Sales Directors, partners and segment sales to drive opportunity creation and deal closure.
• Stay informed on industry trends, competitive landscape, and emerging technologies to inform strategy.

Required Experience/Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field.
• 5+ years of experience in B2B sales, with at least 2 years in channel or partner sales within the tech industry.
• Proven success in managing channel relationships and driving revenue through indirect sales.
• Excellent communication, negotiation, and relationship-building skills.
• Proficiency in CRM platforms (e.g., Salesforce) and/or partner portals.
• Analytical mindset with the ability to interpret data and make strategic decisions.

Desirable Experience/Qualifications:

• Experience with co-selling, partner ecosystems
• Familiarity with channel sales metrics, KPIs, and reporting tools.
• Ability to thrive in a fast-paced, high-growth tech environment.
• Experience with international channel programs is a plus.

Hours/Travel/Shift:

Full-time: 40 hours per week

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.
• 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.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• 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.
• Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
• 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.
• Cross-Selling: Knowledge of organizational strategies, tools and techniques for understanding the needs of customers; ability to utilize these to create additional sales.
• 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.