Channel Management of VAR and SI


Join an exciting, fast-paced B2B company with a dynamic and award-winning team that provides consulting, sales and support for the complete universe of voice, data, internet, mobile, cloud and IT solutions. We have an immediate need for an experienced Director, VAR and Systems Integrator Channel to help lead partner growth.



The is a new position that will be charged with developing 5-7 existing large VAR (Value Added Reseller) and SI (System Integrator) partner relationships, while also recruiting new partners into the program. The ideal candidate will possess strong sales and account management skills and have experience working in or with the VAR/SI ecosystem. He/She will manage and grow relationships with VAR/SI partners, and work to position Advantage’s cloud, data center and network connectivity offerings as value-added parts of the partner’s core business solutions.  This person should have the ability to conduct deep-dive technical discovery, design and present solutions, and create revenue opportunities while successfully managing partner expectations. This role is a critical function in the growth of Advantage’s partner channels in North America

responsibilities include:

  • Identify and recruit new VAR, SI, ISV, and Distribution partners to the Advantage partner program
  • Manage and develop 5 to 7 existing partner relationships while exceeding revenue and profitability goals
  • Communicate Advantage’s unique value propositions, partner program levels, provider solutions, software platform, and contractual terms to existing and prospective partners
  • Assist partners with opportunity qualification, presentations, solution development, customer pricing, and contractual terms of service assisting partners with sales engagements, financial validation/TCO, pricing, product training, and joint marketing events
  • Help partners close new revenue opportunities for their clients by presenting Advantage’s unique value propositions, delivering solution presentations and financial validation, and demonstrating Liaison asset management platform
  • Coordinate and deliver partner-enablement activities and provider training sessions for partner adoption
  • Provide market feedback and strategic input to Advantage’s executive management team and help implement and execute new partner strategies
  • Attend networking and industry events to further partner relationships and drive interest in Advantage’s partner programs
  • Other critical job functions include contract negotiation, sales pipeline and forecasting, vendor management, and developing channel partner metrics and reporting



Position Requirements:


  • A proven track-record of success in building indirect channel partner relationships in WAN, Cloud Computing, UCaaS, Security-as-a-Service, Managed Services, and/or telecommunications is critical to success in this role
  • Deep understanding of the VAR and SI solution selling model, including established relationships with mid-size ($50M to $500M) VARs/SI's
  • Demonstrated experience and success selling highly technical solutions to end-user customers
  • Past sales engineering or solutions architect experience is a plus
  • Strong familiarity with the ‘as-a-service’ delivery, overall value proposition, and the ability to articulate technical concepts
  • Experience in coordinating and delivering effective partner enablement activities, including sales, product and solution training, sales presentations, system demonstrations, general education sessions, and road-shows
  • Strong written and verbal communicator, with excellent presentation and negotiation skills
  • Ability for occasional business travel (industry events, conferences, partner/customer/prospect /customer meetings)
  • Undergraduate degree in Business Administration, Marketing, Communications, Information Technology, MIS, Computer Science, or a related field is preferred



  • Ideally the candidate will be located in the East or Central regions of the United States, but will manage relationships nationwide.


  • Salary, bonus & benefits commensurate with experience and achievement


For more information please email A COVER LETTER AND RESUME FILE TO