Senior National Channel Manager

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B. Riley Financial

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1997

💸 Finance

🏦 Banking

📡 Telecommunications

💰 $160M Post-IPO Debt - B. Riley Financial on 2025-02

Finance • Banking • Telecommunications

B. Riley Financial is a diversified holding company that provides complex, customized financial solutions for small-cap and middle-market companies. Its core financial services include capital markets, sales and trading, research, merchant banking, M&A advisory, restructuring, and wealth management (brokerage, investment management, insurance, tax preparation). In addition, the firm owns communications businesses (traditional, mobile and cloud phone, internet/data, security, email) and retail operations (mobile computing accessories and home furnishings), and it makes opportunistic equity, debt and venture investments to generate shareholder value.

📋 Description

• Develop and execute a national channel sales strategy to drive revenue growth and market expansion • Identify, recruit, onboard, and manage channel partners including VARs, MSPs, distributors, and telecom agents • Build and maintain strong, long-term relationships with key partner organizations • Establish sales targets, KPIs, and performance metrics for channel partners • Collaborate with internal sales, marketing, and product teams to support partner success • Conduct regular business reviews and performance evaluations with partners • Drive partner enablement through training, certifications, and sales tools • Negotiate contracts, pricing, and partnership agreements • Monitor market trends, competitor activity, and customer needs within the telecom industry • Forecast channel sales and provide accurate pipeline reporting • Ensure compliance with company policies and industry regulations • Perform other tasks as assigned

🎯 Requirements

• Bachelor’s degree in Business, Marketing, Telecommunications, or a related field preferred • 7+ years of experience in telecom sales, channel management, or partner ecosystems • Proven success driving channel sales performance and sustained revenue growth • Deep knowledge of telecom products and services, including connectivity, VoIP, and cloud communications • Experience managing indirect sales models and large, geographically dispersed partner networks • Strong strategic selling skills, including pipeline forecasting, market analysis, and competitive positioning • Excellent negotiation, communication, and relationship‑building abilities across stakeholders • Proficiency with CRM tools for lead tracking and follow‑up • Ability to travel as needed

🏖️ Benefits

• paid holidays • vacation • sick leave • voluntary group medical insurance • dental insurance • vision insurance • company paid life insurance • disability coverage