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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in developing and executing regional business plans aligned with MSP channel strategies, while leading high-performing teams to achieve revenue growth and pipeline objectives. Proficient in managing partner relationships and executing go-to-market strategies within the technology and MSP sectors.
Highest-signal resume keywords
MSP Business ModelsChannel ManagementSales Strategy CoachingRevenue Growth ExecutionPeople Leadership
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ManagementForecast AccuracyPipeline ManagementBusiness PlanningPerformance Monitoring
Soft Skills
Communication SkillsNegotiation SkillsProblem-Solving SkillsExecutive PresenceCoaching Ability
Tools & Technologies
SalesforceCRM ToolsMicrosoft Office
Industry Keywords
Technology IndustryBroadbandNetworkingMSP IndustryRecurring-Revenue Strategies
About the role
Key responsibilities & impact- Develop and execute the regional business plan aligned with the broader MSP channel strategy.
- Establish priorities and operating rhythms, and deliver revenue, growth, pipeline, retention, and MSP-performance objectives.
- Recruit, lead, coach, and retain a high-performing team of Channel Account Managers.
- Set expectations, conduct performance reviews, create development plans, and build succession strength.
- Segment and prioritize the regional MSP portfolio and identify growth and acquisition opportunities.
- Establish account planning, opportunity management, and sell-with execution across the Calix portfolio.
- Build senior relationships with MSP stakeholders and support partnerships, joint business plans, escalations, and strategic customer opportunities.
- Maintain forecast accuracy and pipeline quality through inspection, coaching, and regional business reviews.
- Ensure MSP partner enablement with sales knowledge, technical resources, competitive positioning, and go-to-market support.
- Collaborate with Marketing, Product, Customer Success, Enablement, Finance, Operations, and sales teams.
- Gather partner, customer, competitive, and market insight to inform regional priorities and channel strategy.
- Define and monitor performance indicators, address gaps, and foster accountability and continuous improvement.
Requirements
What you’ll need- Bachelor’s degree in business, Marketing, or a related field, or equivalent practical experience.
- 10+ years of progressive sales, channel, or partner-management experience in the technology, broadband, networking, or MSP industry.
- 5+ years of successful people-leadership experience, including leading geographically dispersed quota-carrying teams.
- Demonstrated success leading teams to deliver regional revenue growth, build predictable pipeline, improve forecast accuracy, and execute partner/MSP-led sales motions.
- Strong understanding of MSP business models, partner economics, recurring-revenue strategies, and sell-with go-to-market execution.
- Executive presence and ability to influence partner leaders, customers, and internal stakeholders.
- Proven ability to coach complex sales strategy, inspect execution, manage performance, and develop high-potential talent.
- Strong business and financial acumen.
- Excellent communication, presentation, negotiation, and problem-solving skills.
- Proficiency with CRM and sales-management tools, including Salesforce and Microsoft Office applications.
- Ability to travel approximately 40–60%.