Channel Acquisition Manager, LightEdge Solutions
TSD's
Cloud hosting, colocation & consulting
Job no longer available
Cloud hosting, colocation & consulting
201-500 employees
Job no longer available
201-500 employees
Company mission
To create and capture opportunities for our clients through the right solutions targeting the right problems.
Role
Who you are
- If you want to take your skills to the next level by joining an industry leader, this is an excellent opportunity for you!
- The ideal candidate will have significant experience generating new business through alliances and channel partners, while also growing technical practices within each partner via education and regular communication
- 5+ years of Channel sales experience required
- Experience working in the TSD eco-system required
- Demonstrated success leveraging third-party companies to achieve quota
- Solution-selling experience (vs. product-centric sales)
- Superb organizational skills and a demonstrated history of outlining and establishing sales strategies
- Superior written and verbal communication skills
- Must be willing to travel throughout the U.S., including attendance at all business reviews, meetings, and events
- Existing relationships with TSDs, national VARs, distributors, MSPs, and SaaS providers are optimal
- Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner
- Experience working in Salesforce
- Proficiency with Microsoft 365
What the job involves
- We are looking for a dynamic CAM to work with existing relationships within the Channel Ecosystem of Technology Solution Distributors (TSDs), such as Telarus, Upstack, and AppSmart
- Reporting to the National Channel Director, success will be accomplished by establishing professional working relationships and collaborating with the assigned TSD and Technology Advisors, as well as our Professional Services, Marketing, and Support teams
- Your mission will be to drive new opportunities and revenue by helping our partners develop a core understanding of LightEdge’s value proposition, and how to position our products to solve the unique business needs of our partners’ customers and prospects
- Working with partners and channel managers to identify new Technology Advisors and customers who match LightEdge’s strategic product set
- Ensuring all partner organizations are kept up to date on product evolutions, updates, and features through regular training sessions, events, and cadence meetings
- Generating pipeline revenue by driving joint go-to-market (GTM) activity with channel partner leadership, channel partner sales executives, and our internal sales organization
- Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with LightEdge’s vision
- Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation
- Sharing analytics with executive and technical champions and driving further demand for LightEdge’s solutions through regular cadence sessions
- Driving the development of technical pre-sales and post-sales practices within identified key partners
- Establishing and implementing selection processes, criteria, and controls for selection, management, and performance of alliance and channel partners, including regular reviews of contractual obligations with partners and compliance with LightEdge’s policies, procedures, and ethical standards
- Overseeing and participating in regional QBRs (Quarterly Business Reviews) for the sales team
- Ensuring organizational, operational, staffing, financial, quality, and customer satisfaction targets are consistently met or exceeded by partners. This includes monitoring partner contractual obligations at regular intervals
Our take
Founded in 1996, LightEdge Solutions is a leader in public cloud and enterprise IT technology solutions, with a focus on private, public, hybrid and multicloud colocation. Its solutions help companies connect to the cloud at a faster pace and with less hassle. It has supported more than 1300 large organisations through 12 data centres in 8 US markets.
With its solid rooting in the industry and the experience to match, it’s no surprise that LightEdge’s offerings have grown to include a full suite of digitisation solutions. From IT infrastructure optimisation to bolstering cybersecurity, Lightedge benefits from catering to a wide range of enterprise needs.
Since its buyout by GI Partners in 2021, LightEdge has embarked on a series of acquisitions itself. With four companies bought since 2021, it has stepped up successfully into this new portfolio role - and these acquisitions should keep LightEdge stable and ripe for further growth for a long time to come.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Apr 2004
$5m
GROWTH EQUITY VC
Total funding: $5m
Company benefits
- Health, Vision & Dental
- Life & Long-Term Disability Insurance
- 401(K) Match
- PTO, Sick/Personal Time & 10 Paid Holidays
- Paid Maternity, Paternity & Adoption Leave
Company HQ
Downtown Des Moines, Des Moines, IA
Leadership
Jim Masterson
(CEO & President)Previously SVP of Sales and Marketing for Terabeam, and VP of Applications and Marketing at Rhythms NetConnections. Was also an Executive Director for U S WEST.
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