Head of Channel Planning & Strategy - Telco

We are looking for a Head of Channel Planning & Strategy to lead go-to-market (GTM) and channel strategies for the Home Business within the telecommunication industry. This role is responsible for expanding market coverage, optimizing channel mix, and ensuring effective resource allocation to drive sustainable sales growth and commercial performance.

You will work closely with sales, product, finance, network, and operations teams to ensure channel strategies are tightly aligned with business objectives, portfolio direction, and market dynamics.

Key Responsibilities

• Design and execute end-to-end go-to-market and channel strategies to drive sales growth, customer acquisition, and coverage expansion.
• Plan and control channel rollouts, ensuring efficient allocation of resources, infrastructure, and investments across regions and segments.
• Manage channel mix and performance targets in alignment with product portfolio strategies and commercial goals.
• Monitor channel effectiveness using market analytics, partner performance data, and competitive insights to identify optimization opportunities.
• Establish governance, performance tracking, and continuous improvement frameworks for channel operations.
• Collaborate closely with Sales, Product, Finance, Network, and Operations teams to align GTM execution and capacity planning.
• Engage external partners, distributors, agencies, and market research vendors to support channel expansion and insights-driven planning.

What Were Looking For

• Bachelors degree in Business, Marketing, Economics, or a related field.
• Masters degree in Strategic Management, Commerce, or Digital Business is a plus.
• Minimum 10 years of experience in channel strategy, sales planning, or go-to-market management.
• Strong understanding of omni-channel (B2C) strategies and channel performance management.
• Proven ability to translate market insights into scalable GTM and channel plans.
• Strong stakeholder management skills with experience working across cross-functional teams.
• Strategic, data-driven mindset with solid commercial acumen.

Core Capabilities

• Channel Strategy & Go-To-Market Planning
• Sales and Market Coverage Expansion
• Commercial & Performance Analytics
• Strategic Thinking & Business Acumen
• Cross-Functional Leadership and Governance