Channel Sales Manager

Requisition Number: 72511

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iBwave is a global leader at innovating and delivering Solutions that simplifies the lifecycle of converged networks, keeping the world connected. As the driving force behind great in-building & campus outdoor wireless enabling billions of end users and devices, iBwave is the global industry reference. Our software solutions allow for smarter planning, design, and deployment of any wireless network regardless of size, complexity, or technology. Recognized for world-class support in 100 countries, we also offer the industry’s most comprehensive components database and a well-established certification program. 

Role Purpose

Reporting to the Sr. Director Sales & Commercial Operations – Americas, the Channel Account Manager – is responsible for personally driving the development, execution, and day-to-day success of the Value Added Reseller (VAR)channel program to increase market share, expand regional coverage and accelerate revenue growth for iBwave. This role owns the full VAR lifecycle and is actively involved in identifying, recruiting, onboarding, enabling and growing partners to drive pipeline and revenue. The focus is on building a highly productive VAR ecosystem that delivers results. 

Key Responsibilities

Sales & Strategy:

• Lead the development and execution of the North-America’s VAR channel sales program for iBwave solutions to achieve the sales targets
• Drive channel sales execution and pipeline development by building a healthy funnel and enforcing disciplined execution
• Build and maintain strong relationships with VAR leadership, sales team and key customer stakeholder
• Enable and activate VAR partners by working with internal teams to provide the tools, training, and resources required to effectively position and sell iBwave solutions
• Collaborate cross-functionally with Marketing, Product, Engineering, and Sales to deliver aligned, partner-ready solutions
• Gather and share market, customer, and competitive intelligence to continuously refine channel strategy and execution
• Represent iBwave in the field at industry events, partner meetings, and joint customer engagement to strengthen relationships and generate new opportunities
• Assess current and future customer needs through VAR-led engagements 
• Support partners with complex technical and commercial engagements, coordinating internal resources as needed to advance deals
• Recruit, onboard, and develop VARs through a structured and discipline partner prospecting plan
• Maintain strong knowledge of iBwave products, industry trends, and competitive offering to support effective partner selling
• Maintain close alignment with Product Management to stay current on product capabilities and evolving customer requirements

Leadership and Management:

• Maintain VAR-led account plans, opportunities, and forecasts to support predictable execution
• Provide concise market, partner, and competitive insights to the Sr. Director of Sales and executive leadership
• Identify and manage competitive risks impacting VAR performance and market access
• Coordinate internal support functions to prioritize partner and customer requirements
• Participate in planning across budgets, forecasting, contracts, and market analysis

Required Education:

• Bachelor’s degree in business or equivalent; Telecom Engineering a plus
• 10–15 years of experience in sales roles, with a strong background in VAR, distributor, reseller account management
• Strong commitment, flexibility, drive and high reliability
• Proven ability to communicate with Technical Managers, Directors and Senior Executives
• Result oriented with Entrepreneurial / Hunting attitude. • Travel might represent more than 40% of the time
• Strong interpersonal skills, with the ability to quickly establish rapport and credibility, influence decision, gain closure, and collaborate within a team structure
• ‘Self-starter’ with initiative, resilience, organization and time management skills
• Must be able to work effectively with minimum supervision
• Language skills: English a must
• Proven track record of consistently meeting and exceeding objectives
• Experience with consultative and value-based-selling methodologies
• Proven interpersonal skills, excellent communicator • Proficient in Power Point (writing presentations and presenting) and Excel
• Ability to work and lead informal teams • Proficiency with CRM-based software tools, preferably with Salesforce.com
• Strong business acumen
• Broad understanding and wide application of technical and commercial principles, theories, and concepts in mobile networks
• Sales Experience in Carrier Networks market (Wireless, Enterprise) is a plus
• Well-founded technical knowledge of Carrier network infrastructure 

 LOCATION: Home based office anywhere in the USA region 

This position does not support immigration sponsorship.  

The range for this position is $94,734.00 - $130,260.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. 

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A job that shapes a life.  

Corning offers you the total package.  

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment. To submit a request for reasonable accommodation related to disability or religion, please contact us at accommodations@corning.com.