Senior Director of Channel Sales

Job Description

Job Description

Job Summary

The CaptionCall Senior Director of Channel Sales will be responsible for leading the company’s overall channel sales strategy and overseeing the team of Channel Sales Directors responsible for developing and growing CaptionCall’s key sales channels and strategic partnerships. The Senior Director will provide leadership, direction, and accountability across channel initiatives, with the primary objective of generating CaptionCall leads and installs, expanding market reach, and driving sustainable sales growth.

 

The Senior Director of Channel Sales will work closely with each Channel Sales Director to develop and execute strategies specific to their assigned channels, including identifying new growth opportunities, strengthening existing partnerships, and establishing scalable national and regional relationships. This role will help ensure consistency in how CaptionCall approaches channel development while allowing each Director to build strategies tailored to the unique organizations, partners, and stakeholders within their respective markets.

 

The Senior Director will establish channel priorities, performance expectations, and growth objectives while coaching and supporting Channel Sales Directors in the development of strategic partnerships, marketing initiatives, referral strategies, educational programs, and other programs designed to increase CaptionCall awareness, deepen partner engagement, generate qualified leads, and drive new customer acquisition.

 

The Senior Director will also serve as a key point of alignment between the Channel Sales organization, Field Sales, Marketing, and other internal teams to ensure national and regional channel strategies translate into effective local market execution. This includes coordinating top-down partnership development with field-level sales activity, identifying opportunities to improve channel performance, and ensuring resources and initiatives are aligned with the company’s broader growth objectives. Through ongoing performance analysis, strategic planning, and leadership of the Channel Sales Directors, the Senior Director of Channel Sales will be responsible for building a cohesive and scalable channel sales organization capable of expanding CaptionCall’s presence across existing and emerging markets.

 

Essential Duties and Responsibilities

• Develop and lead CaptionCall’s overall channel sales strategy, establishing plans, priorities, performance expectations, and initiatives designed to generate qualified leads, increase installs, expand market reach, and drive sustainable growth across key sales channels.
• Provide direct leadership, coaching, and strategic oversight to CaptionCall’s Channel Sales Directors, ensuring alignment across channel strategies, priorities, partnership development, field execution, and organizational growth objectives.
• Oversee channel sales strategy and performance across the Hearing Health Professional (HHP), Senior Living, Veterans Affairs (VA), and Strategic Partnerships channels, ensuring each area has clearly defined growth objectives, execution plans, and measurable performance expectations.
• Partner with the Channel Sales Directors responsible for HHP, Senior Living, VA, and Strategic Partnerships to identify opportunities, address performance gaps, prioritize resources, and develop strategies that increase lead generation, referrals, customer acquisition, and installs.
• Establish a cohesive channel sales framework that allows individual Channel Sales Directors to develop market-specific strategies while maintaining consistency with CaptionCall’s broader sales and growth objectives.
• Identify, develop, and support strategic relationships with national and regional organizations, including hearing healthcare organizations, senior living operators and ownership groups, hearing aid manufacturers and networks, VA stakeholders, healthcare organizations, referral partners, and other organizations capable of generating CaptionCall leads and installs.
• Guide Channel Sales Directors in developing and expanding relationships with key decision-makers, executives, administrators, clinical leaders, practice owners, senior living leadership, strategic partners, and other influential stakeholders within their assigned channels.
• Develop strategies to integrate CaptionCall into national, regional, and multi-location organizations through a coordinated top-down and field-level approach, ensuring strategic partnerships translate into local adoption, referrals, qualified leads, and installs.
• Identify and evaluate new channel sales, strategic partnership, and business development opportunities that expand CaptionCall’s reach into existing and emerging markets.
• Provide strategic oversight of existing national and regional partnerships, including business reviews, performance analysis, relationship development, partner engagement strategies, and identification of opportunities to increase lead and install production.
• Establish goals, key performance indicators, reporting expectations, and accountability measures for the Channel Sales organization and regularly evaluate performance against established objectives.
• Monitor channel, partnership, and account performance to identify trends, opportunities, and areas of improvement, using data to guide strategy, resource allocation, partner engagement, lead generation, conversion, and install growth.
• Develop and oversee reporting, account segmentation, prioritization models, and performance tools that enable Channel Sales Directors and field sales teams to identify the highest-value opportunities and effectively allocate sales resources.
• Work closely with Regional Directors, Outreach Managers, Account Managers, Business Growth teams, and other field sales leadership to ensure national and regional channel strategies translate into effective local execution.
• Establish a coordinated approach between Channel Sales Directors and field sales leadership for strategic account engagement, including account prioritization, messaging, sales objectives, field visits, partner follow-up, and ongoing relationship development.
• Provide leadership and strategic direction for collaboration between the Channel Sales organization and field Account Managers, ensuring local account activity supports broader national channel objectives.
• Support and mentor Channel Sales Directors in developing effective strategies for coaching and partnering with field sales teams, including joint account visits, field ride-alongs, partner meetings, and other market-level activities when appropriate.
• Serve as the primary leadership liaison between the Channel Sales organization and Field Sales, ensuring communication, priorities, responsibilities, and execution strategies remain aligned across both organizations.
• Collaborate closely with Marketing to establish channel-specific messaging, campaigns, educational programs, sales materials, digital initiatives, and communication strategies that support partner development and produce measurable lead and install growth.
• Partner with Marketing and Channel Sales Directors to ensure national marketing initiatives support the unique needs of the HHP, Senior Living, VA, and Strategic Partnership channels while effectively complementing field-level sales activity.
• Collaborate with Operations, Product, Training, Analytics, Marketing, and other internal stakeholders to identify and resolve barriers to channel growth and develop scalable processes that improve partner and customer experiences.
• Oversee strategic educational initiatives and industry programs that support CaptionCall’s channel growth, including Continuing Education (CEU) programs and partnerships with AudiologyOnline, the American Academy of Audiology (AAA), and other relevant professional organizations.
• Provide strategic direction for CEU presentations and other educational opportunities delivered in collaboration with CaptionCall’s Channel Sales Directors and field sales teams, helping strengthen professional relationships and increase engagement with CaptionCall.
• Ensure CaptionCall is appropriately represented at national, regional, state, industry association, educational, and professional events that provide opportunities to strengthen strategic relationships, develop new partnerships, and increase awareness of CaptionCall.
• Represent CaptionCall in key executive-level partner meetings, industry events, conferences, strategic business reviews, and other high-value opportunities where senior sales leadership involvement can strengthen relationships or advance organizational objectives.
• Develop and maintain a pipeline of prospective national and strategic partnerships across CaptionCall’s existing channels while identifying emerging channels and partnership models capable of creating new sources of customer acquisition.
• Maintain visibility into major strategic accounts, partnership opportunities, channel initiatives, and organizational risks, providing regular performance updates, recommendations, and strategic insights to senior sales leadership.
• Foster collaboration and shared accountability among Channel Sales Directors to prevent channel silos, identify cross-channel opportunities, share successful strategies, and create a unified approach to CaptionCall’s channel growth.
• Build and develop the Channel Sales organization through coaching, mentoring, performance management, succession planning, talent development, and identification of future leadership needs as CaptionCall’s channel strategy expands.
• Continuously evaluate CaptionCall’s channel sales structure, resources, territories, partnerships, and market opportunities and recommend organizational or strategic changes necessary to support continued growth.
• As the business evolves and strategic priorities shift, assume responsibility for additional sales channels, strategic partnerships, business development initiatives, or leadership responsibilities necessary to support the changing needs and growth objectives of the organization.

 

Supervisory Responsibility

This position manages employees and is responsible for the performance management and hiring of the employees.

 

Travel Requirements

Travel Requirements: Less than 25%

 

Education

Preferred:

• BC-HIS or HIS preferred

 

Experience

Minimum Years of Experience:

• 3 years of sales experience in the Hearing Aid/ALD industry

 

Knowledge, Skills, and Abilities

• Must be able to communicate with Partners in person and on the phone.
• Must be able to effectively communicate with remotely located employees and internal team.
• Must be familiar with Microsoft Office, specifically Outlook
• Must be comfortable and experienced in outside sales, travel, as well as inside sales and working from the phone
• Must be able to communicate effectively through telephone, email and other written communication
• Be a team player
• Have a positive attitude

 

Working Conditions and Physical Requirements

Must be able to sit for long periods of time and complete repetitive motions such as typing and using the telephone.

 

Disclaimer

This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.

 

Apply today!

Equal Employment Opportunity: Sorenson Communications is an EOE, Disability/Age Employer.

 

Company Summary

Our Mission…Leveraging the Power of Language, we connect lives and enrich the human experience.

 

Our Vision…To provide global language services that expand opportunities, nurture belonging, and empower the world to connect beyond words.

 

As one of the world’s leading language services providers, Sorenson combines patented technology with human-centric solutions. We strive to increase accessibility and inclusion through communication solutions for all: call captioning and video relay services, over-video and in-person sign language and spoken language interpreting, translation, real-time captioning, and post-production language services. Sorenson’s impact vision and plan extends to enhancing generational wealth and inclusive workplaces for our employees and the communities we serve.

 

We achieve great things together working “The Sorenson Way” with our employee values: Customer First, Can-Do Attitude, Collective Action, Growth Mindset, Ownership, and Connect Direct.