Channel Partner Sales Manager

Job Description:

At Sparklight and our Cable One family of brands, we keep our customers and associates connected to what matters most. For our associates, that means: a thriving and rewarding career, respect for the communities where they live and work, a focus on health and wellness, an excellent work/life balance, and an open and inclusive workplace.  

The Channel Partner Sales Manager is a strategic and execution-focused leader responsible for developing and managing a high-performing network of third-party master sales agents or Technology Service Distributors (TSDs). This role is essential to expanding the company’s market presence by leveraging external partnerships to drive revenue growth and customer acquisition.

The ideal candidate will be skilled in building and nurturing TSD and Technical Advisor (TA) relationships, aligning partner efforts with corporate sales goals, and ensuring TAs are equipped with the tools, training, and support needed to succeed. This includes overseeing the full agent lifecycle, from recruitment and onboarding to performance management and retention.

In addition to managing agent operations, the Channel Partner Sales Manager will collaborate cross-functionally with internal teams such as marketing, legal, finance, and product to ensure seamless execution of partner programs. This role requires a proactive, data-driven, and relationship-oriented professional who thrives in a fast-paced, partner-centric environment and is passionate about enabling others to succeed.

Key Responsibilities

• Master Agent/TSD Recruitment & Onboarding
  • Identify, evaluate, and onboard new agent partners.
  • Ensure agents are trained on company products, tools, and sales processes.
• Channel Enablement & Support
  • Provide ongoing support, training, and resources to maximize agent productivity.
  • Serve as the primary point of contact for agent inquiries and escalations.
• Sales Strategy & Execution
  • Collaborate with peers and marketing teams to align agent efforts with business goals.
  • Drive sales through agent-led referrals and co-selling opportunities.
• Performance Management
  • Monitor agent performance using Salesforce CRM and referral platforms.
  • Implement incentive programs and contests to drive engagement and results.
• Cross-Functional Collaboration
  • Work with legal, finance, and operations to ensure compliance and smooth execution.
  • Coordinate with marketing to develop agent-facing collateral and campaigns.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus).
• 5+ years of experience in channel sales or partner management.
• Proven track record of managing agents and onboarding new agents.
• Strong communication, negotiation, and relationship-building skills.
• Proficiency with CRM tools (e.g., Salesforce) and referral platforms.
• Ability to analyze data and adjust strategies based on performance insights.

Key Performance Indicators (KPIs)

• Channel agent generated revenue and deal volume
• Agent onboarding and retention rates
• Referral-to-close conversion rates
• Agent satisfaction and engagement metrics