Federated Wireless

  • Federated Wireless - Director of OEM/Channel Sales

    Job Locations US-VA-Arlington
    Posted Date 1 week ago(11/9/2018 1:26 PM)
    # of Openings
  • Overview

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    Federated Wireless is a dynamic, fast-paced, cutting-edge software company that is leading the wireless industry through the shared spectrum revolution. Federated Wireless is disaggregating the wireless networks to allow for new disruptive models for fast, low-cost cloud enabled wireless connectivity solutions. We are taking advantage of the latest cloud services and implementing advanced algorithms to fully automate service creative and delivery. We are looking for leaders who want to revolutionize the way wireless networks are built.

    Federated Wireless is led by CEO Iyad Tarazi and a team of industry veterans who continue to build on this heritage, pioneering new territory in the commercialization of shared spectrum.



    The Role: The OEM/Channel Sales position is responsible for driving the organization's channel sales strategy through creating business plans, developing and maintaining key relationships and mananging the OEM/Channel partners to hit and exceed quarterly and annual sales targets. 


    • Drive the organization’s OEMs/Channels to hit quarterly and annual sales targets through successfully managing all OEMs/channel partners.
    • Responsible for on-going relationships with all OEMs/partners ensuring the partners’ teams have been trained and enabled, can sell and support the company’s offerings, and are driving to meet sales and revenue targets on a quarterly and annual basis..
    • Help channel sales team create business plans for all partners in the program and conduct Quarterly Business Reviews (QBRs) with strategic partners to determine the partner’s efficacy in meeting jointly developed goals and targets.
    • Determine how best to enable partners who are underperforming and to reward and continue to incentivize partners who are performing at a high level.
    • Manage, schedule and oversee regularly scheduled interactions with partners’ sales organization to ensure the company’s services and support offerings are well represented by partner sales resources.
    • Involve the company’s Solutions Architects in the education and training efforts, on-going discussions with key customers of a partner, and as needed.
    • Determine which prospective OEMs/partners who should be brought into the company’s Partner Program.
    • Create and execute a plan for the channel sales team to hold regional marketing and brand development events with partners to drive brand awareness, and customer demand.
    • Attend shows and expos as a voice of the company and the company’s services and platform to the industry.
    • Direct the use of Marketing Development Funds (MDF) of partners.
    • Coordinate the distribution of end-customer leads to OEMs/partners.


    • Ten or more years of experience in OEM or channel sales and channel sales management with demonstrated ability to hit revenue and bookings targets.
    • Understanding of managed services, licensed or unlicensed wireless systems and services.
    • Bachelor's degree or equivalent.
    • Ability to identify and develop new business opportunities. Team player.
    • Track record of maintaining business relationships and identifying growth opportunities
    • Strong negotiation skills.
    • Excellent presentation skills, ability to communicate and excellent listening skills.
    • Strong technology skills, including experience using MS Office, MS Outlook, and Salesforce.
    • Demonstrated ability to manage multiple initiatives.
    • Strong organizational skills and professional business practices a must!


    Preferred Education and Experience

    • MBA or equivalent
    • Proven experience in identifying, negotiating, structuring, completing, and implementing joint partnership agreements.


    Travel: 60%



    Federated Wireless is committed to providing equal opportunity for all employees and applicants without regard to race, color, religion, sex, sexual preference/orientation, gender identity or expression, age, marital status, national origin, physical or mental disability, veteran status, or any other protected classification under applicable law.


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