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About the Role

Lumen's Global Partner Solutions organization is accelerating growth through a modern, partner-led go-to-market. The Senior Director, Channel Sales leads an integrated regional motion across our highest impact partners, our scale/longtail segment, an inside channel management function, and a partner recruiting motion to deliver measurable revenue, pipeline, and partner experience outcomes. The role blends regional leadership, strategic partner acquisition, co-sell execution on priority solution areas, regional events and demand, inside channel operational leadership, and operational excellence across the funnel.

Responsibilities

Lead Regional Sales Directors responsible for high-impact partners, portfolio strategy, coverage models, joint business plans, and growth targets.
Ensure Channel Managers and Scale Channel Managers are aligned to support partner coverage, pipeline development, and execution.
Define partner segmentation, success metrics, and growth priorities across strategic, growth, and scale segments.
Drive repeatable partner sales motions, including campaigns, enablement, promotions, and MDF utilization.
Manage forecast accuracy, portfolio health, and risk/opportunity reviews across the regional partner book.
Oversee Inside Channel Manager support, funnel integrity, deal coordination, and day-to-day partner support.
Simplify partner processes across lead intake, deal registration, pricing approvals, provisioning, and billing inquiries.
Use CRM, dashboards, and weekly operating reviews to identify blockers, improve execution, and accelerate close.
Lead partner recruitment and onboarding efforts to expand regional market reach and solution specialization.
Build partner acquisition priorities across trusted advisors, agents, VARs, MSPs, and systems integrators.
Establish recruiting plays and onboarding milestones that accelerate new partner productivity.
Track partner acquisition performance, activation, early pipeline contribution, and readiness against solution priorities.
Translate Lumen solution areas into partner-ready campaigns, enablement, and co-sell motions.
Publish regional partner strategies, quarterly scorecards, and performance updates.
Host partner councils, executive roundtables, customer events, and roadshows to build pipeline and executive alignment.
Coordinate co-marketing efforts and measure campaign, MDF, and sourced/co-sell pipeline impact.
Partner cross-functionally with Product, Marketing, Legal, Finance, Delivery, PX, and Sales Operations to improve the channel model.
Champion program clarity, partner incentives, rules of engagement, and continuous improvement.

Requirements

12–15+ years in channel/partner sales leadership (telecom, cloud, networking, managed services, security), including 7+ years managing multi‑layer teams (field + inside).
Demonstrated success recruiting and scaling trusted advisors/agents, VARs, MSPs/SIs, with measurable revenue impact.
Deep understanding of indirect GTM, partner economics, MDF, SPIFFs/incentives, and PX best practices.
Fluent in co-sell motions and solution area plays; strong executive communication and negotiation skills.
Data driven operator with CRM/forecasting rigor and ROB discipline; deft at simplifying complex processes.
Strategic & pragmatic: Balances long term partner portfolio strategy with short term sales execution.
Builder mentality: Designs operating systems, playbooks, and programs that scale.
Inclusive leader: Attracts, develops, and retains diverse talent; fosters a culture of accountability and customer obsession.
Partner first mindset: Advocates for PX and reduces friction across the funnel.

Skills

Channel Sales
Partner Management
Sales Leadership
Go-to-Market Strategy
Revenue Growth
Pipeline Development
Partner Experience
Co-sell Motions
Solution Selling
Demand Generation
Forecasting
CRM
Data Analysis
Process Improvement
Partner Recruitment
Onboarding
Campaign Management
Enablement
MDF Utilization
Executive Communication
Negotiation
Strategic Planning
Team Leadership
Talent Development
Customer Focus

Location

Hybrid

Work Type

Hybrid

Experience Level

Senior Director
12-15+ years channel/partner sales leadership
7+ years managing multi-layer teams

Education Level

Bachelor's degree or equivalent experience
MBA preferred

Salary/Compensations

$156,975 - $208,043
$163,842 - $218,453
$171,639 - $228,852

Benefits

Comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing.
Bonus structure (short-term incentives, long-term incentives and/or sales compensation)

About the Company

Lumen is the trusted network for the AI‑powered world, connecting people, data, and applications through our expansive fiber network and connected ecosystem.
We enable secure, high‑performance connectivity across cloud, edge, and AI workloads for enterprises, governments, and communities.
At Lumen, you’ll work on infrastructure customers rely on today and build for what’s next, where performance, security, and resilience matter.
This is a high accountability environment where bold ideas drive real innovation for our customers, partners, and industry.
The work is challenging, expectations are clear, and trust is built into how we operate.
If you’re ready to take ownership, deliver meaningful impact, and help shape the future of AI‑ready connectivity, join us today.
Life at Lumen is human and connected, even in a fast moving, AI‑focused organization.
We set clear expectations and trust people to meet them.
With real support and shared accountability, teams collaborate better, move faster, and deliver meaningful outcomes.
Our Lumen 8 behaviors guide how we interact, make decisions, and work together, shaping a culture built to perform and win.

Equal Opportunity

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.