Location: Montreal, Canada with possibility of Remote (North America)
Department: Sales & Business Development
Reports to: Senior VP Partner Sales
Role Summary
Positron Access Solutions has put in place a solid channel ecosystem for our GAM (Gigabit Any Media) solution among regional and rural telecom operators, ISPs, utilities, …We are seeking a Channel Partner Sales Representative Manager to own, grow, and optimize these relationships.
This role is responsible for revenue growth through distributors, partner enablement, pipeline acceleration, and market expansion. You will be the primary business driver ensuring that VADs are trained, motivated, and equipped to successfully position Positron’s GAM solution in competitive access markets.
Key Responsibilities
Channel Development & Management
- Manage Value Added Distributors (VADs) across North America.
- Directly engage with, train, support, project manage the Partner Sales Representatives (PSRs) of all VADs owned.
- Build quarterly business plans with each VAD, including revenue targets, marketing activities, and pipeline commitments.
- Conduct regular performance reviews and implement corrective actions when needed.
- Ensure distributors maintain adequate inventory, forecast accuracy, and deal registration discipline.
Partner Enablement
- Deliver ongoing training on Positron’s GAM and MDU retrofit value propositions.
- Onboard, develop and improve VAD performance.
- Develop and maintain partner‑facing collateral, playbooks, and competitive positioning.
- Support VAD sales teams during customer discovery, demos, and technical qualification.
- Coordinate with Positron sales engineering for advanced technical enablement when required.
- Regular VAD Team refresher training and one-on-one engagement with each VAD PSR to keep them on track, maximize performance, and accelerate prospects to customers driving Positron Access Solution revenue growth.
Pipeline & Revenue Growth
- Drive partner‑sourced and partner‑influenced pipeline through proactive engagement.
- Support VADs in identifying and closing opportunities with Tier‑3/Tier‑4 operators, WISPs, co‑ops, …
- Track and report on partner pipeline, forecast accuracy, and revenue performance.
- Ensure compliance with Positron’s pricing, discounting, and deal registration policies.
Market Expansion & Go To Market Execution
- Collaborate with marketing to execute joint campaigns, webinars, roadshows, and industry events.
- Provide market intelligence on competitive activity, pricing trends, and operator needs.
- Represent Positron at industry events to support partner engagement and lead generation.
Internal Collaboration
- Work closely with Sales, Marketing, Product Management, and Engineering to ensure partner success.
- Provide structured feedback to Product Management on operator requirements surfaced through the channel.
- Coordinate with Operations to ensure smooth order processing and inventory planning.
- Expert usage of Positron CRM to organize and track performance of each VAD (inventory, POS, account registration) and associated PSR (prospects, accounts, funnel, progress).
Required Qualifications
- Ability to manage distributor partner sales representatives.
- Technical background is essential.
- Experience with CRM systems (preferably Insightly).
- Selling skills essential.
- Microsoft Excel skills
- Excellent communication, presentation, and relationship‑building skills.
- Excellent verbal and written English communication skills.
- Occasional travel for partner visits, events, and operator engagements.
Preferred Qualifications
- Proven ability to manage Value Added Distributors or reseller ecosystems.
- Telecom equipment sales experience.
- Preferred background in telecom.
Why Join Positron
- Satisfaction with enabling high speed reliable internet services for Multi-Dwelling Units (MDUs).
- Work with a high‑growth, leading edge technology that solves a real problem.
- Collaborate with a team of high performing telecom innovators.
- Work with a friendly team
- Stock options
- Make a measurable impact on broadband accessibility in North America and beyond.
Pay: $75,000.00-$100,000.00 per year
Benefits:
- Disability insurance
- Life insurance
- On-site gym
- Stock options
Work Location: In person
