VAR Channel Manager, Federal Government – Spectrum Enterprise

Full Time United States - Virginia - McLean Posted 04/05/2021 Areas of interest: Business Planning, Enterprise Sales, Sales Requisition Number: 278577BR SNT205
At a glance:
  • Are you a client-focused account manager skilled at leading the go-to-market strategy and driving net new revenue growth with Federal government alliance partners?
  • Can you commit to a consultative sales position guiding federal agencies through the selection of voice, data, cloud and video services?
  • Do you desire a competitive salary with an uncapped sales commission and a focus on professional development?
Our company:

At Spectrum Enterprise, our goal is to foster an engaging work environment that encourages our team members to reach their full potential. We promote a culture of excellence that celebrates diversity, innovative thinking and dedication to consistently exceeding client expectations.

Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions serving America’s largest businesses and communications service providers. The broad Spectrum Enterprise portfolio includes networking and managed services solutions: Internet access, Ethernet access and networks, Voice and TV solutions. Spectrum Enterprise’s industry-leading team of experts works closely with clients to achieve greater business success by providing solutions designed to meet their evolving needs. More information about Spectrum Enterprise can be found at


You passionate about driving net new revenue growth with Federal government alliance partners. As the Value-Added Reseller Channel Manager for the Federal Government, you focus on the go-to-market strategy and using consultative sales techniques to outline uniquely beneficial combinations of voice, data, cloud and video services. You excel at improving sales by conducting product presentations, training, business reviews and business development events.

You collaborate with Operations, Product, Marketing, Support and Training to ensure Spectrum Enterprise processes and products are well defined and positioned within the Federal government alliance reseller portfolio of business. You possess a developed ability for identifying resistance and overcoming obstacles to increase sales while enhancing the client experience. You excel in an office environment and traveling regularly to manage accounts within an assigned portfolio. You report to the Manager of Channel Sales for goals, guidance and assistance.

Position benefits:
  • Competitive salary with sales incentives.
  • Health, vision and dental insurance.
  • 100% company match 401(k) up to 6%.
  • Company funded retirement accumulation plan for an additional 3%.
  • Education assistance.
  • Pretax childcare spending account.
  • Paid holidays, vacation days, personal days and sick days.
  • Employee discount on spectrum services where available.
What you will do:
  • Meet and exceed sales goals by establishing relationships with Federal government alliance partners across the U.S.
  • Drive net new revenue growth by building a personal network of executive relationships within key Federal government clients and alliance partners.
  • Understand client needs through proactive consultative needs analysis with prospective Federal government alliance partners, including the development of client-centric product solutions.
  • Entice clients by understanding the needs of the Federal agencies and designing solutions to meet those complex business needs.
  • Be a poignant member of the National sales team through the achievement of monthly sales and revenue goals or management by objectives (MBO).
  • Maintain quality service and encourage long-term client retention through coordinated efforts with Sales Support, Sales Engineering and Marketing teams.
  • Develop key sales skills by attending sales meetings and participating in training sessions.
  • Inform senior leadership and key stakeholders by maintaining and delivering quarterly business reviews within assigned Federal alliance partners.
  • Continuously review Federal bids to ensure proper alignment with the Spectrum Enterprise strategy.
  • Mitigate risks by reviewing and managing program performance against contractual obligations.
  • Encourage knowledge transfer by fostering teamwork among the Sales resources and the Spectrum Enterprise Federal Sales team.
  • Discover new opportunities through the identification of Federal market trends and translating the impact of those trends on the company.
  • Increase client satisfaction by acting as a liaison between Federal partners and Spectrum Enterprise while serving as the main point of contact for clients and internal teams.
  • Perform additional duties related to the position as assigned.
Required keys for success:
  • Five or more years of sales experience exceeding revenue goals.
  • Five or more years of sales experience and programmatic partner program experience.
  • Demonstrated success as a top sales performer, consistently exceeding revenue quota.
  • Working knowledge of computer networking, local area network (LAN) and wide area network (WAN) technologies, high-capacity and fiber connected networks.
  • Solid negotiation and closing skills.
  • Deadline-driven with the ability to effectively and efficiently multi-task.
  • Ability to learn quickly and apply that knowledge while working in a team environment.
  • Valid driver’s license, safe driving record and availability to travel up to 50 percent of the time.
  • Proficient in Microsoft Word, Excel, PowerPoint, Outlook and Visio.
  • Effective written and spoken English communication skills with all levels of an organization.
How you will stand out from the crowd:
  • Five or more years of sales experience exceeding revenue goals selling data, voice or video solutions in the telecommunications industry.
  • Proven business to business sales experience with C-level decision-makers.
Your education:
  • Bachelor’s degree in a related field or an equivalent combination of education, training and experience (preferred).

For more information on Spectrum’s benefits, please click here.
The health and safety of our employees and candidates is very important to us. Spectrum has adopted virtual mobile recruiting tools that allow us to continue meeting new candidates. We look forward to “virtually” meeting you.

The Spectrum brands (including Spectrum Networks, Spectrum Enterprise and Spectrum Reach) are powered and innovated by Charter Communications. Charter Communications reaffirms its commitment to providing equal opportunities for employment and advancement to qualified employees and applicants. Individuals will be considered for positions for which they meet the minimum qualifications and are able to perform without regard to race, color, gender, age, religion, disability, national origin, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local laws.

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