Channel Sales Manager

Requisition Number: 72511

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Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward.

At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.

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iBwave is a global leader at innovating and delivering Solutions that simplifies the lifecycle of converged networks, keeping the world connected. As the driving force behind great in-building & campus outdoor wireless enabling billions of end users and devices, iBwave is the global industry reference. Our software solutions allow for smarter planning, design, and deployment of any wireless network regardless of size, complexity, or technology.

Recognized for world-class support in 100 countries, we also offer the industry’s most comprehensive components database and a well-established certification program.

Reporting to the Sr. Director Sales & Commercial Operations – Americas, the Channel Account Manager – is responsible for personally driving the development, execution, and day-to-day success of the Value Added Reseller (VAR) channel program to increase market share, expand regional coverage and accelerate revenue growth for iBwave. This role owns the full VAR lifecycle and is actively involved in identifying, recruiting, onboarding, enabling and growing partners to drive pipeline and revenue.

The focus is on building a highly productive VAR ecosystem that delivers results.

• Lead the development and execution of the North-America’s VAR channel sales program for iBwave solutions to achieve the sales targets
• Drive channel sales execution and pipeline development by building a healthy funnel and enforcing disciplined execution
• Build and maintain strong relationships with VAR leadership, sales team and key customer stakeholder
• Enable and activate VAR partners by working with internal teams to provide the tools, training, and resources required to effectively position and sell iBwave solutions
• Collaborate cross-functionally with Marketing, Product, Engineering, and Sales to deliver aligned, partner-ready solutions
• Gather and share market, customer, and competitive intelligence to continuously refine channel strategy and execution
• Represent iBwave in the field at industry events, partner meetings, and joint customer engagement to strengthen relationships and generate new opportunities
• Assess current and future customer needs through VAR-led engagements
• Support partners with complex technical and commercial engagements, coordinating internal resources as needed to advance deals
• Recruit, onboard, and develop VARs through a structured and discipline partner prospecting plan
• Maintain strong knowledge of iBwave products, industry trends, and competitive offering to support effective partner selling
• Maintain close alignment with Product Management to stay current on product capabilities and evolving customer requirements

• Maintain VAR-led account plans, opportunities, and forecasts to support predictable execution
• Provide concise market, partner, and competitive insights to the Sr. Director of Sales and executive leadership
• Identify and manage competitive risks impacting VAR performance and market access
• Coordinate internal support functions to prioritize partner and customer requirements
• Participate in planning across budgets, forecasting, contracts, and market analysis

• Bachelor’s degree in business or equivalent;
  Telecom Engineering a plus
• 10–15 years of experience in sales roles, with a strong background in VAR, distributor, reseller account management
• Strong commitment, flexibility, drive and high reliability
• Proven ability…