Charterhouse
Director of Wholesale/Channel
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Director of Wholesale/Channel
We are recruiting a Director of Wholesale/Channel to lead the build-out of Charterhouse's wholesale and channel-to-market capability — a genuinely new strategic direction for the business.
This is a senior, high-impact role that combines strategic leadership with hands-on sales execution. As a player-manager, you will be responsible for defining and delivering our wholesale go-to-market strategy, identifying the right product and service offerings for the channel, profiling and onboarding key partners, and building the commercial foundations that will allow Charterhouse to scale significantly through indirect routes to market.
Charterhouse already has an established — if informal — shadow channel, supplying services to a number of larger carriers, MSPs, VARs, and SIs. This role exists to formalise, accelerate, and significantly expand that footprint. You will work closely with the CTO, Operations, Marketing, Legal, and Sales Administration to build the systems, processes, and propositions needed to take this to market effectively.
Strategy & Commercial Development
- Define and own Charterhouse's wholesale and channel GTM strategy, identifying which services and solutions are appropriate for wholesale, referral, or resale models
- Work with Technology and Operations teams to develop a phased roadmap for the wholesale and channel portfolio
- Build commercial models appropriate to wholesale/referral dynamics — pricing frameworks, margin structures, and partner incentive schemes
- Engage Legal to ensure appropriate contractual and commercial foundations are in place
- Identify priorities and sequence rollout — building the initial portfolio first, with a roadmap for wider offerings to follow
Market & Partner Development
- Profile and segment the target partner market — including Comms Resellers, MSPs, Software Vendors, VARs, and SIs — identifying those with the strongest strategic alignment to Charterhouse's capabilities
- Build compelling sales propositions that leverage Charterhouse's direct-sales strengths and service delivery credentials in a channel context
- Develop and execute an outreach and engagement plan, including events, campaigns, and direct outreach, in collaboration with Marketing
- Be sensitive to areas of potential overlap with Charterhouse's direct offering, and develop clear positioning to navigate these constructively
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Sales & Revenue Ownership
- Personally own and drive revenue from wholesale and channel accounts — this is a player-manager role, not a pure leadership position
- Build, manage, and grow a team of channel-facing sales resources in line with revenue growth (initial headcount light, with trajectory tied to performance)
- Manage and grow existing informal wholesale relationships, transitioning them to structured commercial partnerships
- Act as the senior commercial contact for key partner accounts, engaging confidently at C-level
Cross-Functional Collaboration
- Work closely with Sales Administration and internal systems teams to ensure wholesale is handled appropriately within existing processes and platforms
- Collaborate with Technology and Operations to ensure service delivery capabilities are commercially packaged for the channel
- Partner with Marketing on targeted campaigns, events, and content suited to a partner audience
- Provide regular pipeline, performance, and strategic updates to the CTO
What You Bring
Essential
- Significant experience in a channel, wholesale, or indirect sales leadership role within UK telecoms, IT services, or managed services
- Demonstrable success in building or scaling a channel/wholesale function — from proposition development through to revenue generation
- A strong existing network within the UK channel community (Comms Resellers, MSPs, VARs, SIs, Carriers)
- Comfortable in a player-manager capacity — owning personal revenue targets alongside team leadership responsibilities
- Ability to engage confidently at C-level with partner businesses, including where there is commercial overlap with Charterhouse's direct offering
- Commercial acumen — able to build and evaluate wholesale/referral pricing structures and partner incentive models
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Desirable
- Experience across multiple lines of business (UC, security, networking, cloud, mobile)
- Background working with Legal and commercial teams to build wholesale agreements and frameworks
- Experience optimising CRM and sales reporting processes for channel environments
- History of building or contributing to an events-led channel go-to-market approach
Personal Attributes
- Entrepreneurial and self-starting — comfortable building from scratch with limited structure
- Strong communicator and relationship builder, able to rapidly establish trust with senior partner contacts
- Commercially driven with a clear focus on revenue outcomes
- Collaborative by nature — effective working cross-functionally across a complex business
- Resilient and adaptable in a fast-moving, evolving environment
Why Join Us?
This is a rare opportunity to build something genuinely new — to take a business with world-class delivery capabilities and exceptional direct-sales credentials, and open up a major new indirect route to market. You will have the visibility, mandate, and backing to define how Charterhouse competes and grows through the channel for years to come.
- High visibility role with direct access to CTO and executive leadership
- A vibrant, inclusive culture where your voice matters
- Competitive salary and commission structure
- Flexible working arrangements
- Career progression opportunities as the wholesale division scales
- Commitment to sustainability and giving back to the community
Join us, and your benefits and perks will include private healthcare, Medicash cashback, life assurance, workplace pension, cycle to work scheme, access to our employee assistance programme, savings discount, 20% EE discount that extends to your family and friends, a birthday gift voucher and day off, plus more.
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