Senior Director Channel Sales East (Richmond)

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.The RoleLumen’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 (trusted advisors/agents, VARs, MSPs), our scale/longtail segment, a dedicated inside channel management function, and a focused partner recruiting motion to deliver measurable revenue, pipeline, and partner experience (PX) outcomes. The role blends regional leadership, strategic partner acquisition, co-sell execution on priority solution areas/plays, regional events and demand, inside channel operational leadership, and operational excellence across the funnel—grounded in data, rhythm of business (ROB), and cross-functional collaboration. The Main ResponsibilitiesLead 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.Outcomes & MetricsRevenue growth, ARR/ACV, and contribution to regional planSourced/co-sell pipeline, conversion, and time-to-closePartner experience, resolution times, SLAs, and conflict reductionEnablement adoption, certifications, specialization, and win-rate improvementForecast accuracy, data quality, operating rhythm, and MDF/campaign ROIWhat We Look For in a Candidate12–15+ 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. Bachelor’s degree or equivalent experience, MBA preferred. 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. Travel & Work Environment Travel up to 30–40% within region for partner/customer engagements, events, and internal planning. Hybrid work model, with presence expected for key ROB, team coaching, and regional events. CompensationThis information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.Location Based Pay Ranges:$156,975 - $208,043 in these states: AL, AR, GA, IA, IN, KS, KY, LA, ME, MO, MS, ND, NE, OH, PA, SC, SD, TN, VT, WI, WV$163,842 - $218,453 in these states: MI, MN, NC, NH, RI$171,639 - $228,852 in these states: CT, DC, DE, IL, MA, MD, NJ, NY, VALumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.Learn more about Lumen's:BenefitsBonus StructureRequisition #: 342840Life at LumenLife 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. To learn more about Life at Lumen and how we live the Lumen 8, please visit: Background ScreeningIf you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page. Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Equal Employment OpportunitiesWe 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.Privacy NoticeLumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Our Applicant Privacy Notice explains how we collect, use, disclose, and protect applicant information, as well as how individuals may request access to or deletion of their personal data.To review Lumen’s Global Employment Applicant and Talent Community Privacy Notice, please visit:DisclaimerThe job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.