Edison Smart®
Vice President of Global Channel Sales
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Job Title: VP, Channel Sales – Europe & North America
Location: Europe based – London or Stockholm
Compensation: £205,000–£210,000 base + £175,000–£200,000 variable + LTI
About the Company
A global IoT platform company working with major communications service providers (CSPs) to deliver connectivity, security, and analytics solutions for connected devices across industries including automotive, healthcare, industrial, and logistics.
About the Role
We're seeking a senior commercial leader to own CSP channel strategy and revenue across Europe and North America. The role will lead a distributed channel team, manage major carrier relationships, and drive growth through both the core connectivity platform and Value Added Services.
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Responsibilities
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- Own $40M+ in CSP channel revenue across Europe and North America.
- Lead and develop a team of Channel Account Managers.
- Build strategic account plans and joint GTM strategies with CSP partners.
- Drive new enterprise revenue through carrier channels.
- Grow revenue across connectivity, security, and analytics solutions.
- Shift the channel organisation toward a true partner-led commercial model.
- Collaborate with Sales Engineering, Customer Success, Operations, and Product teams.
Requirements
- Proven experience selling SaaS through mobile operators / CSPs.
- Experience developing carriers as distribution/channel partners.
- Senior leadership experience across multiple European markets.
- Proven revenue ownership of $40M+.
- Strong enterprise sales and partner/channel experience.
- Understanding of cellular networks and mobile operator structures.
- Strong commercial, communication, and change-management skills.
- Data-driven approach to pipeline, revenue, and performance management.
- Experience in IoT or connected technology.
- Experience with SaaS platforms and Value Added Services.
- Strong network of CSP/mobile operator relationships.
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