Channel Manager - Telecom (Detroit)

The Channel Manager - Telecom at AireSpring in Detroit plays a pivotal role in driving sales through external agents. Key responsibilities include recruiting productive sales agents, attending sales calls to assist in closing deals, and ensuring agents are well-versed in AireSpring's products and processes. The role also involves leading solution development efforts that align with the needs of both agents and their end-user customers.

To qualify for the Channel Manager - Telecom position at AireSpring, candidates should ideally hold a BA/BS degree along with a minimum of 2 years of prior telecom sales experience. A proven track record in selling through telecom channel partners is preferred, along with knowledge of telecommunications voice and data products. Having strong data proficiency with MPLS is an added benefit.

AireSpring measures the performance of its Channel Managers through various metrics including achieving assigned sales quotas, meeting expectations for agent retention, and maintaining high customer satisfaction ratings. Additionally, the ability to proactively seek out new business opportunities also plays a crucial role in performance assessments.

At AireSpring, the Channel Manager - Telecom will receive substantial support from a dedicated leadership team and a collaborative corporate culture. This includes assistance from other experienced staff members, as well as access to training materials to ensure they are knowledgeable about the company's products and processes, helping them succeed in their role.

Channel Managers at AireSpring enjoy a competitive benefits package that includes medical benefits with optional supplemental services, a paid time-off plan, paid holidays, 401K with employer match, and an AT&T discount on personal mobile plans. Additionally, the role provides an uncapped commission structure, allowing for significant earnings potential.

When answering this question, focus on specific examples from your past roles that highlight your sales achievements and any relevant skills gained. Discuss how you successfully recruited or managed channel partners and closed sales, emphasizing metrics and results to demonstrate your effectiveness.

In your response, outline a clear strategy that includes identifying potential agents who align with AireSpring's values. Discuss training methods, such as hands-on workshops or ongoing support, to ensure agents understand product offerings and sales processes, which can lead to better performance.

Discuss the importance of communication and support in your answer. Explain strategies like regular check-ins, providing resources, and offering recognized incentives to enhance agent satisfaction. Highlight how you would gather feedback to improve the partnership experience.

Talk about specific resources you use, such as industry publications, attending trade shows or webinars, and networking with peers. Emphasize the importance of continuous learning to provide the best solutions to agents and customers.

Provide a detailed scenario where you faced a challenge, such as a tough negotiation or an uncooperative partner. Describe your approach, the skills you utilized to navigate the situation, and the positive outcome or lesson learned.

Illustrate your understanding of teamwork by discussing how collaboration among different departments—like marketing, product development, and customer service—can help facilitate successful sales. Mention your personal experiences working with teams to achieve shared objectives.

Explain your method for understanding a client's needs and pain points. Highlight how you would gather information, brainstorm potential solutions with the team, and present the most beneficial options to the client, ensuring their satisfaction.

Share an instance where you analyzed sales data to identify trends, understand customer behavior, or evaluate agent performance. Discuss how this insight allowed you to refine your sales strategy for better outcomes.

Reflect on personal motivations such as helping clients find the right solutions, achieving financial goals, or building long-lasting relationships with partners. Tie these motivations into your passion for the industry, emphasizing how they influence your work ethic.

In your answer, express enthusiasm for AireSpring's company culture, reputation for customer service, and commitment to excellence. Discuss how the position aligns with your career goals and how you envision contributing to the company's success.