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Regional Channel Leader III - Federal/SLED


Baltimore, MD, US

About Avaya

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com.

Short Description

This Regional Channel Leader must have expertise/understanding of the Federal and SLED marketplace.  Expert who directs, supervises, and mentors channel field sales associates to achieve unit revenue, profitability, and expense objectives. Achieves regional quota by training and mentoring channel field sales on appropriate sales activities, new Partner prospecting, building strong Partner relationships, and leveraging the sales network. Maintains detailed knowledge and ownership of a group of key Partner accounts, and is proficient at servicing and growing those accounts. Subject matter expert on marketplace changes in the mid-market segment and adapts territory strategies accordingly. A highly experienced revenue generator and manager with a proven track record of exceptional results in the mid-market space and motivating employees. Coaches team on how to sell the full portfolio. Selectively creates senior Partner relationships with the largest Partners and is considered a trusted advisor, creating value and influencing Avaya’s position with Partners. Coordinates and reviews channel field sales strategies and territory plans that segment the addressable market and align Partners in key target areas, and addresses Partner gaps. Provides expert assistance to channel field sales in key situations as a trusted advisor to Partner principals/owners and is highly influential in anticipating and mitigating problems and conflicts, as well as assisting with critical negotiations. Collaborates with Partners’ sales management to proactively guide and mentor Partner sales teams. Responsible for ensuring that the region has the right talent to achieve goals. Recruits talent and organizes team with a strategy for progressing and replacing sales talent. Plays a key role in onboarding, teaching the Avaya way.  Position is posted in MD, but candidates in the Northeast will be considered.  #LI-HK1

12+ Years of Experience
Bachelor degree or equivalent experience
Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).

Nearest Major Market: Baltimore