Channel Account Executive, Versa Networks
North Central
Secure access service edge vendor
Job no longer available
Secure access service edge vendor
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To address the security and networking challenges that Enterprises and Service Providers face, and connect branch offices, home offices, and users to applications wherever they exist.
Role
Who you are
- Bachelor's degree or equivalent training in business or sales management required
- Minimum of five years channel development experience in high tech sales required
- Excellent written & verbal communication skills required
- Excellent presentation skills required
- Ability to learn new technologies quickly required
- Highly motivated sales starter and ability to work independently required
- Proven impressive ability to find ways over, under, around & through barriers required
- Must be extremely sensitive & adaptive to both stated and unstated partner & customer needs
- Experience creating focused, collaborative, results-driven teams with partners
- Proven, consistent over achievement of channel development sales required
- Proven track record of exceeding customer and partners expectations required
- Ironclad integrity required
- Ability to manage multiple objectives, tasks and clients required
- Ability to prospect and qualify potential accounts and partners required
What the job involves
- The Channel Account Executive role is responsible for the identity, recruit and on-board of new Versa channel partners within assigned territory
- The Channel Account Executive will be responsible for maintaining strategic relationship at all levels with Versa channel partners to ensure revenue goals are achieved for the region or territory assigned
- Responsibilities include, enabling channel sales and SE’s to sell Versa portfolio, conduct field marketing campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows, and managing opportunities with channel partners through the various sales stages (including setting up demos and PoCs) to achieve quota
- The role requires working on complex technical projects and or business issues requiring state of the art technical knowledge or industry know-how
- Identify, recruit and on-board new Versa channel partners within assigned territory
- Ensure all Versa Channel partners are meeting the requirements and certifications of the Vera ACE channel partner program
- Ensure all Versa channel partner sales and SE’s are certified on Versa portfolio
- Coordinate with Versa Sales Director and Inside Channel Sales Representative to sell Versa architecture to new and/or current customers in an assigned region to achieve or exceed assigned quota through Versa channel partners
- Coordinate with Versa channel partners to create and execute business plans to meet sales targets for each Versa channel partner
- Analyze market trends and competitors and accordingly develop sales plans with each Versa channel partner to increase brand awareness through increased revenue outcomes
- Evaluate Versa partner sales performance and recommend strategies for improvements
- Educate Versa channel partners about product portfolio and services offered along with associated earnings
- Communicate up-to-date information about new products and enhancements to Versa channel partners
- Manage Versa channel partner sales pipeline, forecast their monthly sales and help identify new business opportunities
- Remain knowledgeable of Versa’s portfolio to facilitate sales effort
- Manage sales activities of partners to generate revenue including field marketing and prospecting campaigns to develop pipeline to meet quota expectations
- Conduct demos and proof-of-concept (PoC) testing with Versa Channel SE / Channel Partners to achieve repeatable sales through Versa Channel partners
- Develop positive working relationships at multiple levels within partners to build Versa value while understanding where sales conflicts may exist
- Address pricing issues in a timely manner
- Maintain sales records, Versa channel partner scorecard, and prepares sales reports as required
- Maintain Distributor relationships and along with accurate forecasting and inventory levels
- Continually develop and maintain the strongest of skills through advanced training
- Understand and be an expert at SaaS and Cloud selling economics
Our take
The secure access service edge (SASE) is composed of a complex group of networking and cloud software tools like software-defined wide area networks (SD-WAN), secure web gateways (SWG), and firewall-as-a-service. SASE itself functions to better deliver cybersecurity tech, and as such it’s big business right now. Versa Networks is capitalizing on this, with its in-cloud and on-premise flexible SASE solutions.
While the company faces competition against SASE rivals such as Juniper Networks (where the founders left to kick off Versa Networks), and major players like Cisco and Cloudflare. Startups are pulling in hefty funding, too: Cato Networks is a Unicorn twice over, and Netskope is valued at nearly fourfold that. Add to that the current SASE market is set to grow from its 2021 $3 billion valuation to $6 billion by 2028.
This should come as no surprise. SASE sits at the juncture of the lucrative and high-growth sectors of cloud computing, cybersecurity, and networking, and is expected to have a sweeping addressable market as more businesses pivot onto the cloud. Versa Networks is set to hold its own against well-funded startups and acquisitive enterprises, recently completing a "pre-IPO" fundraise of $120 million, the company has positioned itself to deepen its hold on its slice of the market.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 6 rounds)
Oct 2022
$120m
LATE VC
Jun 2021
$84m
SERIES D
Total funding: $316.3m
Company benefits
- Incentives and Bonuses
- ESOP
- Statutory Benefits: PF, ESI, Maternity Benefits, Leaves & Holidays
- VPF, NPS, Meal Vouchers, Paternity Leaves
- Health: Medical, Accidental, Term Life Insurances
- Relocation Benefits
- Flexi Working
- Reward & Recognition Policies
- Transparent Performance Management Process
- Career Progression
- Global Mobility
Company values
- Integrity
- Respect
- Collaboration
- Excellence
- Innovation
Company HQ
Alviso, San Jose, CA
Articles
Leadership
Apurva Mehta
(CTO)Former Director of Software and Chief Architect at Riverstone Networks, then moved into a Chief Architect and ultimately CTO role at Juniper Networks.
Kumar Mehta
(CDO / Chief Soul Officer)Former VP of Engineering at Juniper Networks, and a Stanford School of Business graduate.
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