Channel Sales Manager, Kentik
East
$200-250k
OTE
$120-150k
BASE
More information about location
Network observability, security, and performance
Be an early applicant
Network observability, security, and performance
201-500 employees
Be an early applicant
$200-250k
OTE
$120-150k
BASE
More information about location
201-500 employees
Company mission
To provide clients with an infrastructure visibility solution to make their business-critical operations run seamlessly.
Role
Who you are
- Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role!
- 7+ years of sales experience in the networking, monitoring, security or cloud transformation fields working for a technology or SaaS vendor selling software to, through, and with Channel Partners to their end customers
- Geographically located on the East Coast (US) with existing relationships at national, regional and/or born in the cloud partners. NYC metropolitan area preferred
- Existing relationships at partners such as SHI, AHEAD, WWT, Myriad360, Presidio, ePlus, or Trace3
- Extensive experience & demonstrable track record in recruiting & developing channels in the Eastern US, resulting in demonstrable ARR and new-name customer acquisition with partners in the region
- Demonstrated track record of consistently exceeding quota selling to large accounts via partners, ideally in a SaaS-based vendor or partner
- Strong pipeline management skills and forecasting of territory performance
- Ability to position new technology, present to technical practitioners, sales teams, and C-level executives, and map strong product functionality to business value to partners and support them in their customer discussions
- Aptitude building channel partnerships around complex technical-led sales motions
- Experience working with a comprehensive tool stack including SFDC, Pendo, PRM, Mindtickle, Google G-Suite, Gong etc
- Interested in new technology, technically curious, and has the desire to be a part of a dynamic and fast-paced startup
- Understand how to grow channel business with appropriate measurement & reporting
- Strategic thinking, and experience with the major marketplaces (AWS, Azure, GCP)
- Excellent communication skills, and a consultative approach to helping colleagues embrace a channel first strategy
- Ability to work flexible hours to suit business needs, where colleagues are dispersed globally
- Must be willing to travel (30%+) - the amount of travel may vary by company needs and quarter
- We don’t look for individuals who fit the culture, but those who will continue to add to the culture
What the job involves
- This is an individual contributor and quota-carrying position, reporting to the Director of Channel Sales, North America
- The desired location for this role is on the East Coast (United States), focusing primarily on East regional partnerships. NYC metropolitan area is strongly preferred
- Develop and execute a comprehensive territory strategy for new customer wins via new and existing partners to rapidly expand the pipeline, POV, and closed won ARR
- Support pricing discussions, advancement of pipeline, leading to accurate forecasting with the local sales & sales leadership team
- Develop long-term strategic relationships with new and existing enterprise channel partners & their enterprise customers, and work closely with CS, customers, and their channel partners to drive increased market adoption of Kentik’s solution
- Achieve QoQ growth in your territory
- Work collaboratively with the Account Executives, SE, and Marketing teams to build demand gen programs that generate net new pipeline with your partners in your territory
- Maintain up-to-date knowledge of competitors and industry trends
- Travel is a requirement and you must be able to travel domestically and internationally
Our take
The rise in internet use has resulted in an often unmanageable amount of network traffic across websites, data centers, and most recently cloud services. The resulting mass of information from this is problematic to interpret and thus difficult to use for troubleshooting and engagement insights.
Kentik provides an integrated network monitoring dashboard for enterprises that helps provide visual data illustrations and insights based on traffic. This allows administrators to identify bottlenecks in their networks, whilst providing opportunities to provide cyber protection and monitor customer experiences.
Kentik's approach to network management is unique due to its focus on the visualization of information. This allows insights to be understandable regardless of whether staff have knowledge in networking data. The company continues to improve its offering, such as with the launch of its industry-tailored AI advisor.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2021
$40m
SERIES C
May 2020
$23.5m
LATE VC
Total funding: $101.7m
Company benefits
- Dental and vision insurance
- Parental leave
- Stock options
- Flexible paid time off
- 401k plan
- Work from home opportunities
- Health insurance
Company HQ
Financial District, San Francisco, CA
Leadership
Avi Freedman
(CEO & Co-founder)Avi started their career as a Systems Administrator at United Engineers and Constructors, prior to spending 10 years as CEO of Netaxs Internet Services. They founded readnews.com and left their role as CTO of ServerCentral to co-found Kentik in January 2014.
Justin Biegel
(COO & Co-founder)Justin spent almost 4 years as VP of Business Development at InvisbleHand Networks before working as a University of Maryland Researcher for 2 years. After 3 years at Internap, they co-founded Kentik 2014 and serve as COO.
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