Southwest Channel Manager
Marshalltown, IA
Business Development /
Full Time /
Remote
Are you inspired by the idea of supporting our nation’s critical infrastructure and securing communications for first responders, utilities, and transportation?
Are you a top-performer with experience in managing channel partners while also taking a lead in developing business to support channel partners year-over-year growth?
Are you interested in being part of a fast-paced, growing company with opportunities to expand your knowledge base across a multitude of mission critical communications technologies and product lines?
Company Overview
Eastern Communications, Ltd. is a critical communications provider based in Long Island City, Queens, NY. Founded in 1976, and acquired from original ownership in 2020, Eastern provides infrastructure, technical services, field replacement parts, and maintenance to a range of end users including public safety, transportation, utilities, and the federal government. The company has earned its exceptional reputation for delivering the highest quality products and services over its 40+ year history. In February 2023, Eastern acquired Marshalltown, Iowa-based RACOM Corporation, and now comprises 200 employees across 16 locations nationwide.
Role Overview
Reporting to the Head of Channel Management, this position will be a growth-driven role with the intent and purpose of growing our footprint directly within the Southwest Channel. The ideal candidate is intrapreneurial by nature, passionate about the communications industry, with the proper work ethic necessary to be successful in the Southwest market. As a direct contributor to the Sales team, you will have access to all available resources within the organization to drive new incremental revenue within your territory of the Southwestern United States.
This position may require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizen
Duties and Responsibilities Include but are not limited to:
- Develop, foster, and grow existing business with our existing channel partners in the Southwest
- Work with Head of Channel Management to expand our Southwest market, ensuring maximum potential opportunity to expand Eastern’s footprint in one of our most mature markets.
- Drive market growth and expansion of Eastern Communication’s full line of product offerings and services to the Southwest market, with emphasis on expanding our channel partner’s growth into net new incremental customers.
- Maintain necessary sales activity levels to ensure pipeline and funnel development outpaces normal market growth.
- “Be the CEO of your territory” – You are a sales professional with a CEO mindset on establishing your market and being in control of your W-2 year over year.
- Establish incremental portfolio depth with existing clients by introducing new technology and vendors to support their critical communications needs.
- Be part of the growth of the organization through extreme ownership within your territory – new business development, pipeline creation and maintenance, tradeshow involvement, establishing collaborative partnerships to drive revenue, and expanding the Eastern communications footprint in a strategic fashion.
- Territory includes: LA, MS, AR, TX, OK, NM, NV & AZ
Skills and Competencies:
- Extensive work with channel partners – capability to speak with all titles and roles within a channel partner (CEO à Sales Manager à Sales Rep)
- Full comfortability in presentation settings, including C-Suite audience
- Immense experience managing $MM pipeline in the Public sector
- Territory strategy development based around KPIs and objective metrics
- Strong knowledge of both Microsoft Office and Adobe Acrobat
- Use and territory implementation of CRM system
- Meticulous in nature; detail oriented, but able to “push it over the line” yourself
- Strong communication skills; comfortable with planning, negotiation, and supervision
- Territory travel up to 50% of the time
- Ability to lift >40 lbs. as required
$100,000 - $125,000 a year
Expected Salary Range does not include annual performance-based bonus or benefits package.
