Channel Account Executive, Versa Networks
East
$250-280k
Salary range is applicable to candidates in Washington or New York City, and may vary in other locations
More information about location
Secure access service edge vendor
Be an early applicant
Secure access service edge vendor
501-1000 employees
Be an early applicant
$250-280k
Salary range is applicable to candidates in Washington or New York City, and may vary in other locations
More information about location
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
- 10+ years of Channel Sales experience in high tech sales required
- A highly motivated hunter with strong existing partner relationships. Experience and existing relationships with Regional and National Partners is a must
- 70% travel required
- Solid understanding of Networking, Security, Cloud and SaaS solutions and technology trends
- Existing knowledge of SASE, SSE and SD-WAN a plus
- Excellent verbal, written communication and presentation skills; ability to effectively present and influence key stakeholders
- Ability to learn new technologies quickly required
- Experience creating focused, collaborative, results-driven teams with partners
- Proven, consistent over achievement of channel development sales required
- Proven track record of demonstrated success in achieving sales targets and driving revenue growth through channel partners
What the job involves
- We are seeking an experienced Sr. Channel Account Executive who can expand our ACE partner ecosystem by profiling, recruiting, enabling, and onboarding regional and national partners
- As the primary partner contact, this role drives strategic business plans, sales & technical enablement, and partner success with Versa’s solutions to generate revenue growth
- Coordinate with Versa authorized channel partners and Versa Sales Team to develop a go-to market strategy, create and execute business plans to meet sales targets for each Versa channel partner
- Analyze market trends and competitors. Accordingly, develop sales plans with each Versa channel partner to increase brand awareness through increased revenue outcomes
- Responsible for the identity, recruiting, on-boarding and nurturing high potential strategic Versa channel partners within assigned East territory, ensuring alignment with Versa’s sales strategy
- Will work closely alongside and support 7 Field Sales Account Executives and Sales Leadership to identify and accelerate net new business within each territory
- Must have a deep understanding of each partners business and how Versa can be part of their strategic goals
- Responsible for maintaining strategic relationship at Sales, Technical and Executive levels with Versa channel partners to build Versa value and ensure revenue goals are achieved for the territory assigned
- Evaluate Versa partner sales performance and recommend strategies for improvements
- Communicate up-to-date information about new products, trainings and events to Versa channel partners
- Strong interpersonal and relationship-building skills with a proven ability to work effectively with diverse teams and stakeholders
- Train partners on Versa’s products, sales tools, and competitive positioning to enhance their effectiveness
- 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
- Conduct field marketing events and campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows
- Manage opportunities with channel partners through the various sales stages to achieve quota
- Work with Marketing Team to drive marketing sales campaigns and programs with key partners while also ensuring that all Opportunity Registration and ROI are associated with these campaigns and programs
- Track deal registrations, monitor sales performance, and drive revenue impact through partner-led opportunities
- Present quarterly business reviews (QBRs)) to Sales and Executive Leadership team review to share progress against territory/account plans and overall company objectives
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
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 HQ
Alviso, San Jose, CA
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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