Role Purpose
The Director – Nasstar Connect is accountable for owning and operating the channel route to market for all Network and Voice services within the Connect division.This role has end-to-end responsibility for channel sales performance, channel product and portfolio strategy, channel service management, and the leadership of the people and culture that underpin the channel business. The role operates the channel business as a standalone operating unit, with full accountability for revenue growth, margin, partner performance, operational execution, and team effectiveness.
A core objective of the role is to ensure clear separation and alignment between direct enterprise sales and channel-led distribution.
Channel Strategy and Route-to-Market Ownership
Own and execute the channel-first strategy for Network and Voice services. Define and govern how services are positioned, priced, sold, and delivered through indirect partners. Ensure clarity between channel and direct selling motions, avoiding conflict, duplication, or ambiguity. Act as the single point of accountability for channel outcomes.
Sales Leadership and Revenue Growth
Lead all channel sales functions, including partner acquisition, partner enablement, pipeline development, and revenue conversion. Own channel revenue targets, pipeline health, and forecast accuracy. Build and manage a high-performance channel sales organisation, including channel account management, partner management, and channel-aligned presales. Drive predictable and scalable revenue growth through repeatable partner-led sales motions.
Product, Portfolio and Commercial Ownership
Own the channel portfolio for Network and Voice services, including WAN, Internet, and other services such as SD-WAN where channel-appropriate. Ensure products are simple to sell, margin-positive, and operationally scalable. Own channel pricing frameworks, discount governance, and partner commercial models.
Service Management and Operational Outcomes
Accountable for channel service performance, including service design, supplier strategy, delivery models, and operational handover. Work closely with central Delivery and Managed Services teams to ensure clear service ownership, predictable SLAs, and controlled cost-to-serve. Ensure services are engineered for repeatability and scale rather than bespoke delivery.
Financial and P&L Accountability
Responsible for revenue, gross margin, cost control, and EBITDA contribution for the channel business. Build and own annual budgets, forecasts, and investment cases. Actively manage legacy revenue streams for cash and margin while transitioning growth to modern, scalable channel services.
People Leadership and Culture Building
Build, lead, and develop a high-performing channel leadership team and wider organisation. Set a clear culture focused on accountability, collaboration, pace, and customer outcomes. Establish clear roles, objectives, and performance expectations, ensuring teams are aligned to the channel strategy and operating model. Act as a visible, credible leader who develops talent, supports succession planning, and creates an environment where high performance and continuous improvement are expected and rewarded.
Partner Ecosystem Leadership
Build and maintain strategic relationships with key resellers, aggregators, technology partners, and wholesale carriers. Ensure partners are properly enabled, commercially aligned, and actively producing revenue. Rationalise underperforming partners and prioritise those capable of scaling.
Leadership and Governance
Member of the senior leadership team and the executive voice of the channel business. Establish governance around deal approval, channel conflict management, and product lifecycle decisions. Lead by example in how decisions are made, communicated, and executed. Build a culture of clarity, accountability, and execution velocity across the channel organisation.
Success Measures
Channel revenue growth year-on-yearChannel gross margin and EBITDA contributionPartner productivity and revenue concentrationForecast accuracy and pipeline qualityReduction in direct and channel conflictPortfolio simplification and margin improvementOperational scalability and cost-to-serve controlEmployee engagement, retention, and leadership bench strength
Essential
Senior leadership experience running channel-led businesses in telecoms, networking, or managed services. Proven P&L ownership at Director, Managing Director, General Manager, or Business Unit Lead level. Demonstrable experience leading and developing teams at scale. Deep understanding of Network and Voice services, wholesale and carrier ecosystems, and indirect sales models. Strong commercial and financial acumen.
Desirable
Experience operating dual go-to-market models with clear separation between direct and indirect sales. Background in scaling channel businesses in PE-backed or growth-focused environments. Experience managing legacy revenue while building modern, scalable portfolios. Track record of building strong cultures through change.
What you can expect from us:
At Nasstar, we know the importance of looking after our employees – after all, it’s the team that underpins our business!In addition to a competitive salary, supportive teams, and a real opportunity to progress in your career with a forward-thinking organisation, our benefits package includes:
- 25 days’ holiday (excluding bank holidays) + Your Birthday Off
- Flexible working – it’s important to maintain a work/life balance, as such, we will consider any written request for flexible working
- Virtual working – we practice what we preach and empower our people to work remotely
- Top tech – Leading services and solutions aren’t just for our clients; we supply best-of-breed software and hardware for all our staff too
- 4x annual salary life assurance
- Health cash plan
- Retail discounts and other perks from major brands
