Company Overview:
Samsung SDS is the digital arm of the Samsung group and a global provider of cloud and digital transformation innovations. Samsung SDS delivers enterprise-grade solutions and services in cloud, secure mobility, analytics / AI, digital marketing and digital workspace. We enable our customers in government, financial services, healthcare, and other industries to drive business in a hyper-connected economy helping them to increase productivity, safeguard assets, and make smarter decisions.
Position Summary:
Samsung SDS America is seeking a dynamic and results-oriented Channel Sales Manager to accelerate our go-to-market strategy through strategic wireless carrier partnerships, including AT&T, Verizon, T-Mobile, and others. This role will be instrumental in expanding our enterprise mobility solution sales revenue by developing and managing wireless carrier reseller relationships that drive sales of Samsung SDS's mobility software and services-especially our flagship solution, Zero Touch Mobility for ServiceNow (ZTM).
As the Channel Sales Manager, you will collaborate closely with carrier Product and B2B (Enterprise and Government) Sales teams to establish, enable, and grow reseller partnerships. You will also support field sales in driving end-customer opportunities to closure, acting as a vital link between carrier sales channels and SDSA's innovative mobility solutions. The ideal candidate will be a proactive, strategic thinker with a strong understanding of enterprise mobility, channel sales dynamics, and wireless carrier ecosystems.
Key Responsibilities
Develop and manage strategic relationships with key stakeholders across wireless carrier teams, including Product Management, Sales, Technical, and Business Development.
Collaborate with carrier partners to create and execute joint go-to-market plans that drive adoption of Samsung SDS enterprise mobility solutions, with a focus on our Zero Touch Mobility for ServiceNow (ZTM) - a leading Mobile Device Lifecycle Management (MDLM) platform.
Drive the establishment of Bill On Behalf Of (BOBO) partnerships as a core strategic objective.
Educate and enable carrier sales teams on SDSA product capabilities, value propositions, and customer use cases to increase solution mindshare and pipeline.
Track, manage, and support carrier-sourced sales opportunities through the entire lifecycle-from lead identification through deal closure.
Lead joint customer engagements, including discovery sessions, solution demos, proposal development, and contract support.
Collaborate cross-functionally with internal teams-Product Management, Marketing, Presales, and Operations-to align resources and ensure successful execution of field sales activities.
Serve as the voice of the market by providing ongoing feedback on partner requirements, competitive landscape, and customer challenges to inform product and go-to-market strategy.
Responsibilities
Recruitment of Wireless Carrier Partners
Identify, target, and recruit wireless carrier reseller partners to expand Samsung SDS America's partner ecosystem.
Focus on building Bill On Behalf Of (BOBO) partnerships by leveraging industry knowledge and carrier relationships.
Engage with key decision-makers to cultivate a robust pipeline of potential partners within the enterprise mobility space.
Wireless Carrier Partner Growth & Management
Manage and strengthen relationships with existing carrier partners to increase solution adoption and position SDSA as their preferred BOBO partner.
Provide proactive partner support, including ongoing training, enablement resources, and co-selling strategies to maximize sales effectiveness.
Sales Enablement
Support carrier resellers in closing opportunities by delivering product expertise, technical guidance, marketing collateral, and sales tools.
Collaborate with carrier Product teams to ensure alignment on technical documentation, marketing initiatives, and solution readiness.
Revenue Generation
Meet and exceed revenue goals by driving sales of Samsung SDS software and services through wireless carrier partners.
Develop and execute joint sales strategies with carrier teams, participating in customer engagements across Enterprise and Government sectors.
Market Intelligence
Monitor market trends, customer needs, and competitive movements to inform go-to-market approaches.
Share partner and customer feedback with internal teams to guide product evolution and improve sales strategies.
Reporting & Forecasting
Maintain accurate records of partner activity, sales pipeline, and forecast projections using CRM and internal reporting tools.
Deliver regular performance updates and strategic insights to senior leadership, highlighting wins, risks, and growth opportunities.
Requirements
10+ years of experience in indirect sales, channel management, or business development within the enterprise technology or mobility sector.
Proven track record of developing and executing reseller partnerships with wireless carriers, ideally including Bill On Behalf Of (BOBO) agreements.
Bachelor's degree in Business Administration, Marketing, or a related field preferred.
Background in the enterprise mobile device ecosystem, including hardware, software, and services-preferably in Mobile Device Lifecycle Management (MDLM), Telecom Expense Management (TEM), or Managed Mobility Services (MMS).
Strong understanding of the enterprise mobility landscape, including channel sales dynamics and carrier go-to-market models.
Demonstrated success in recruiting, onboarding, and managing channel partners, with a focus on building sustainable, long-term relationships.
Familiarity with enterprise mobility technologies, including MDM/UEM, TEM, mobile devices (including vertically focused rugged devices), and mobility-focused MMS services and solutions, is a significant plus.
Excellent communication, presentation, and negotiation skills, with a proven ability to influence both internal and external stakeholders.
Ability to work independently, manage competing priorities, and consistently meet or exceed sales targets.
Strong analytical and strategic planning skills with the ability to assess market trends, forecast performance, and develop data-driven plans.
Self-motivated, goal-oriented, and passionate about partner success and channel growth.
Willingness and ability to travel up to 40% for partner meetings, events, and industry conferences.
Must be legally authorized to work in the U.S. without current or future sponsorship requirements.
Benefits
Samsung SDSA offers a comprehensive suite of programs to support our employees:
Top-notch medical, dental, vision and prescription coverage
Wellness program
Parental leave
401K match and savings plan
Flexible spending accounts
Life insurance
Paid Holidays
Paid Time off
Additional benefits
Samsung SDS America, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, status as a protected veteran, marital status, genetic information, medical condition, or any other characteristic protected by law.
We are committed to providing reasonable accommodations to participate in the job application or interview process for candidates with disabilities. Please let your recruiter know if you need an accommodation at any point during the interview process.
