Indirect Sales Account Executive – Channel Management

Inside Sales Account Executive - Channel Management

Location: U.S. Remote

Job Description

The Inside Sales Account Executive - Channel Management is responsible for developing, managing, and expanding NWS's indirect sales ecosystem through strategic channel partners, resellers, distributors, integrators, and value-added partners. This role focuses heavily on identifying high-value indirect sales channels that can leverage NWS's product portfolio and full suite of Strategic Solution Services-including kitting and logistics, network engineering and design, deployment services, and consultative technical staffing.

This is a revenue-generating, sales-centric role with direct responsibility for enabling channel partners to drive demand, increase pull-through revenue, and expand NWS presence across all major verticals. Success requires strong business development capabilities, relationship management, solution positioning, and the ability to collaborate cross-functionally with NWS Sales, Finance, Operations, Strategic Solution Services, and Product teams.

The Account Executive will build and execute channel strategies that accelerate growth, expand market reach, and create scalable, margin-rich partner programs that complement NWS's direct sales efforts.

Key Responsibilities

Channel Partner Development & Management

• Identify, recruit, onboard, and grow high-potential indirect channel partners.
• Build strong relationships with resellers, integrators, distributors, and VARs.
• Develop partner business plans, joint go-to-market strategies, and pipeline development activities.
• Deliver partner training, product education, and ongoing enablement.

Sales Growth & Revenue Generation

• Own revenue and margin targets associated with assigned channel partners.
• Drive adoption of NWS products and services through indirect sales channels.
• Develop scalable sales programs that increase partner-generated opportunities.
• Negotiate partner agreements, terms, and program commitments.

Partner Enablement & Support

• Provide partners with sales tools, product knowledge, and service positioning guidance.
• Ensure partners understand the full NWS portfolio-including kitting, logistics, engineering, staffing, and deployment offerings-and how to profitably resell or integrate them.
• Support partners in creating proposals, solution bundles, and customer-facing presentations.

Pipeline Development & Forecasting

• Build, manage, and maintain an accurate partner pipeline in CRM.
• Track performance at the partner and program level, providing clear monthly and quarterly forecasts.
• Monitor partner engagement, activity levels, and overall contribution to NWS growth.

Cross-Functional Collaboration

• Work closely with internal sales teams to ensure channel alignment and conflict-free execution.
• Partner with marketing to develop channel-specific campaigns, collateral, and promotions.
• Coordinate with operations, logistics, and services teams to support complex partner opportunities or bundled offerings.

Market Insight & Strategy

• Analyze partner performance, market trends, and competitive activity within the channel ecosystem.
• Recommend program improvements, incentives, and strategic initiatives to strengthen channel participation and profitability.

Key Performance Indicators (KPIs)

Revenue & Margin

• Revenue attainment from assigned channel partners.
• Margin contribution on partner-driven projects.
• Growth rate of new partner-generated business.

Channel Development

• Number and quality of new partners onboarded.
• Active partner engagement metrics (training participation, pipeline activity, certifications).
• Partner satisfaction and retention rates.

Pipeline & Forecast Accuracy

• Health, size, and velocity of indirect channel pipeline.
• Accuracy of monthly and quarterly partner forecasts.
• Growth in partner-sourced leads and opportunities.

Operational Excellence

• CRM hygiene and timely opportunity updates.
• Effectiveness of partner enablement tools, trainings, and GTM activities.
• Responsiveness and cross-functional collaboration scores (internal feedback).

Qualifications

• 3-7 years of experience in channel sales, indirect sales, partner management, or business development-preferably within telecommunications, wireless infrastructure, networking, or technology distribution.
• Proven success recruiting, enabling, and growing indirect sales channels.
• Strong understanding of telecom solutions, wireless networks, engineering services, or deployment services preferred.
• Excellent communication, negotiation, and relationship-building skills.
• Experience with CRM systems (HubSpot or similar).
• Ability to travel as required to meet and support partners.
• Entrepreneurial mindset with the ability to build something-not just manage it.

Additional Qualifications and Attributes

• Highly self-driven and proactive in a partner-facing sales environment.
• Strong strategic mindset with the ability to identify and develop scalable channel opportunities.
• Collaborative, communicative, and comfortable working across multiple teams.
• Able to balance near-term revenue execution with long-term partner development.

About NWS

NWS empowers service providers, integrators, contractors, and organizations of all sizes to stay ahead of the curve. Established in 2012 and headquartered in Greensboro, North Carolina, USA, NWS boasts an extensive range of services across three key market segments.

Our cable solutions showcase cutting-edge copper, fiber, and hybrid designs. With a proficient team of engineers, manufacturing, and supply chain experts, we can tailor these custom-trunked cable solutions to precise specifications, ensuring our clients benefit from the most reliable and efficient telecom solutions on the market.

Join our energetic and vibrant team of skilled professionals and be part of the excitement at NWS. Our employees enjoy a culture that values initiative, teamwork, high values, and integrity.

To learn more about us, please visit our website at nwsnext.com - https://nwsnext.com/

Network Wireless Solutions (NWS) is committed to maintaining a safe, compliant, and professional workplace. As part of our hiring process, all offers of employment are contingent upon the successful completion of a background check and drug screening, where permitted by law.

Background checks may include, but are not limited to, verification of employment history, education, criminal records, and other relevant factors in accordance with applicable federal, state, and local laws.

Drug screening may be required based on the nature of the position and applicable regulations. NWS complies with all relevant laws regarding drug testing, including any accommodations required under the Americans with Disabilities Act (ADA) or other applicable statutes.

A candidate's failure to pass the background check or drug screening may result in the withdrawal of an employment offer. Any falsification or omission of information during the hiring process may also be grounds for disqualification or termination of employment.

By submitting an application to NWS, candidates acknowledge and consent to the company's background check and drug screening policies.