Vendors must help partners deliver complex technology in the simplest way possible, according to TPx Communications‘ Jim Delis.

Delis, TPx’s senior vice president of national channel partner sales and channel development, this year earned a spot on the Top Gun 51. The awards program recognizes executives who are strong advocates for the indirect sales channel. A panel of master agents, distributors and analysts identified those who ultimately took home honors.

TPx’s Jim Delis

Delis joined TPx Communications in 2017 after working at Time Warner Cable for 10 years. He has also worked for XO Communications and AT&T in a career that dates back to 1989.

Delis’ Los Angeles-based employer landed in the top 10 of our MSP 501 list the last two years. That came after the company made a massive pivot away from its former CLEC identity.

We talked to Delis about his experiences with TPx and the channel.

Channel Partners: What’s your role within TPx’s indirect strategy?

Jim Delis: I lead the partner channel for TPx and am responsible for developing our partners and our partner program, as well as for generating revenue through our partner channel.

CP: What are some of your highlights from the last year of working at TPx?

JD: With TPx’s acquisition by Siris Capital Group in early 2020, came the strategy, focus and the funds to dramatically expand our business. In addition, we combined our partner operation into a single group, and this has helped us drive consistency and productivity with our channel team and partners. Despite the unusual circumstances this year, we’ve had great sales results; our partners have helped us not only grow, but find some of the largest opportunities ever brought in by the partner channel.

CP: Tell us a bit about your career. How did you come to work in the channel?

JD: I have worked in telecom and communications for my entire career. My first job out of college was as a direct rep, selling mobile phones. Once I had the opportunity to lead sales teams and sales forces, I began to transition to leading channel sales forces. For the past 15-plus years, I have led channel organizations for three different companies.

CP: Our industry looks very different than it did 10 years ago, both from a technological and go-to-market perspective. What must the modern channel program do to support its partners?

JD: Today’s channel organizations need to help partners stay up to date on product and services advancements. We need to provide enough information and learning so that our partners can be excellent advocates for our solutions. However, we also need to offer resources in a way that doesn’t overwhelm and can be easily consumed by our partners, who are juggling other suppliers that are doing the same thing.

CP: What advice would you give to partners reading this?

JD: Stay up to date on technology. Learn how to be an excellent advocate for managed voice and IT solutions for your customers. Stay balanced in your approach and keep several trusted suppliers in your portfolio to keep your business healthy. Once you have an opportunity with a specific customer and supplier, be the best advocate you can be on that opportunity for that supplier and customer. Keep selling and break your sales records this year!