Senior Channel Sales Director – ITAD - Walpole - Aegis Solutions

Description

Senior Channel Sales Director – ITAD & TPM

Location: Walpole, MA (Hybrid / Remote flexibility considered)

Reports To: VP of Sales / CEO

Company Overview

Aegis Solutions is a full-service IT hardware partner providing comprehensive IT asset lifecycle management, data center services, Third-Party Maintenance (TPM) and IT Asset Disposition (ITAD) / buyback solutions. As a boutique, hands-on provider with deep industry experience, we help clients reduce capital expense, increase network efficiency, mitigate risk, and deliver higher quality service — serving enterprise customers with custom, secure, and compliant solutions.

Position Summary

We are looking for a Senior Channel Sales Director with proven expertise building and running channel programs, partner engagement, and driving revenue through a blended channel + direct selling motion. This leader will own the go-to-market strategy and execution for Aegis' core offerings — ITAD (IT Asset Disposition/Buyback) and TPM (Third-Party Maintenance) — with responsibility for partner recruitment, enablement, sales execution, and partner-driven revenue growth.

This role is channel focused but will also strategically engage direct end customers when appropriate to accelerate adoption and revenue.

Key Responsibilities

Channel Strategy & Execution

• Own and lead the channel sales strategy and execution for Aegis' ITAD and TPM offerings.
• Recruit, develop, and enable strategic partners (e.g., Major Channel VARs and OEM's such as HPE, Dell, Pure, etc.).
• Establish and manage a disciplined partner program with incentives, SPIFFs, and compensation aligned to targets.
• Define and enforce clear roles, responsibilities, rules of engagement, and escalation paths for partners vs. direct sales.

Sales Leadership

• Build, manage, and coach a team of Account Executives (AEs) and Inside Sales Reps (ISRs) focused on partner-led opportunities while maintaining accountability for quota attainment and pipeline generation.
• Set and monitor quotas, KPIs, and performance metrics.
• Maintain a strong personal book of business where appropriate and support larger, strategic pursuits.

Program & Partner Enablement

• Design compelling partner enablement programs, tools, and sales assets.
• Lead enablement workshops and joint sales planning sessions.
• Ensure partners understand Aegis' value proposition, differentiators, and competitive positioning (ITAD and TPM).

Execution & Revenue Growth

• Drive quality pipeline creation through partners and direct engagements.
• Collaborate with marketing to implement targeted campaigns, partner demand gen programs, and co-selling activities.
• Ensure delivery commitments are met and partner relationships are protected and grown.

Cross-Functional Collaboration

• Work closely with Sales Operations, Marketing, Finance, and Delivery to ensure seamless execution and partner satisfaction.
• Provide market and partner insights to influence product/service enhancements.

Qualifications

Required:

• 8+ years in channel sales leadership, channel program development, partner enablement, and compensation design.
• Demonstrated success selling IT services, including ITAD (IT Asset Disposition) and TPM (Third-Party Maintenance) or similar enterprise technology services.
• Experience building and managing channel incentive programs (SPIFFs, MDF, accelerators, overrides, partner tiers).
• Strong sales execution with direct selling experience and a proven track record of quota attainment.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to operate independently and lead cross-functional efforts.

Preferred:

• Existing relationships with MSPs/SIs, OEM partners, and VARs in the data center ecosystem.
• Experience within mid-market through enterprise accounts.

Compensation & Incentives

• Competitive base salary with an attractive commission/override structure (details TBD) tied to:
• Partner-sourced revenue
• Channel expansion
• New customer acquisition
• KPI attainment (pipeline, bookings, retention)

What Success Looks Like (First 6–12 Months)

• Establish and operationalize a formal partner program with clear incentives and metrics.
• Build a qualified, scalable pipeline primarily through channel partners.
• Re-engage and expand relationships with strategic partners.
• Hit quarterly and annual targets for ITAD and TPM bookings through channel + direct sales.
• Improve partner satisfaction and measurable engagement across target ecosystem players.

Why Aegis Solutions?

At Aegis, you'll join a high-growth, boutique firm with modern solutions and strong industry credibility. Our approach prioritizes deep customer relationships, technical excellence, and partner-centric growth enabling you to shape and lead our channel strategy as we scale the business nationwide.