Sales Executive - Wholesale Channe

This role is responsible for supporting the overall business relationship within multiple strategic reseller partners. Coordinates the sales penetration efforts to ensure the account's strategic needs and Covad's revenue objectives are met. This position actively collaborates with ongoing communication at all levels within the customer account to help identify and ensure action on market opportunities. Manages cross-functional teams between Covad and the wholesale channel partner. Shares responsibility with the Executive Sales Director for helping determine and meet forecast and quota goals for the territory base. Drives Covad’s strategic reseller partner DSL deployments, focusing on overall project management, project plan development, processes, procedures, analysis and transition of customer trial of new products/services to general availability.     

Details include developing/driving customer's DSL plans, disseminating specific customer information and requirements to cross-functional teams, and training customers on how to successfully do business with Covad - including Covad policy, procedures, Connect tools and the like.

Help establish forecast: Help the Executive Sales Director with a monthly forecast of bookings and installations by products and by accounts (keep within 6% of target).

Work with internal teams (product & mktg folks) to provide creative selling solutions to partners to reach targeted objectives. Support ongoing partner communications and commitments, help measure and report results, and manage partner performance: Team player in ensuring the partner is meeting key sales objectives to insure productivity, efficiency, and growth.

Grow existing customer base & help identify new partner business opportunities: Assist partner to identify and win new Covad DSL business opportunites, all the while expanding Covad’s business relationship staying consistent with partner’s business objectives and core competencies. Monthly review of top partners' sales objectives, complete understanding of partners' business objectives, their competition and how to incite change within partner accounts to improve the growth trends.

Develop business plans for territory outlining the partners per product type, the roadmap to meet forecast, including a tactical oultine of how to meet and exceed monthly quota and revenue expectations.

Document and attain approval for all changes to the contractual relationship of the account. Maintain a “zero tolerance” for verbal and/or email agreements.

Manage the territory as you would manage your business, knowing Know when & how to say NO to a partner, when to say YES, and when to terminate or consolidate a non productive relationship.



Solution selling perspective with a strategic outlook Strong written and verbal communication skills Excellent organizational and interpersonal skills Strong analytical skill and attention to detail Ability to work independently on numerous activities and prioritize them properly while meeting deadlines. Solid knowledge of PC based software and corresponding applications used in assigned areas Ability tto build partner relationships, understand the competition and GROW the existing customer base & revenue Customer service oriented Typically requires a Bachelor's degree in related field or equivalent experience, certifications, or training. 5+ years of related experience - sales, strategic account management, channel sales, reseller sales