Director of Channel Sales, Kentik
North America
$225-290k
OTE
$135-174k
BASE
+ Stock options
Network observability, security, and performance
Job no longer available
Network observability, security, and performance
201-500 employees
Job no longer available
$225-290k
OTE
$135-174k
BASE
+ Stock options
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
- We are expanding our sales organization and are looking for a self-motivated Regional Channel Manager with a hunter mentality who can work in an extremely fast-paced revenue-driven environment to accelerate our goal to be Channel First towards our customers
- You possess strong organizational skills coupled with an entrepreneurial mindset
- 7-10 years of channel experience in the networking, monitoring, and/or security fields working for a technology or SaaS vendor selling software to, through, and with Channel Partners to their end customers
- 2-5 years experience in a channel team leader role
- Geographically located in the Tri-State area
- Extensive experience & demonstrable track record in recruiting & developing channels in the US, resulting in demonstrable ARR and new-name customer acquisition with partners in the region
- Must have extensive relationships within key ‘double down partners’ as well as target SI and boutiques
- Demonstrated track record of consistently exceeding quota selling to large accounts via partners, ideally in a SaaS-based vendor or partner
- Demonstrable experience of ‘running’ a channel business in a ~200 employee company and holding yourself and your team accountable for working at speed and with high levels of integrity and accuracy
- 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
- Has walked in the shoes of a direct sales person
- 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 Channel First
- Able to work flexible hours to suit business needs, where colleagues are dispersed globally
What the job involves
- This role is a multifaceted one, encompassing leadership, team building, and individual contribution, all while carrying a quota
- Reporting directly to the VP Global Channels, this position is located on the East Coast (U.S.), preferably in the Tri-state area
- The primary responsibility is to spearhead the expansion of the Kentik Channel 1st program within the North American market, collaborating with resellers, GSIs, and hyper-scaler marketplaces to drive pipeline growth, new ARR growth, and new customer acquisitions
- Working alongside your team, you will engage both existing and new channel partners to identify and source sales opportunities aligned with our ideal customer profile
- Accelerating new customer acquisitions and meeting sales objectives and booking targets are paramount in line with our growth expectations
- Develop and execute a comprehensive strategy for North America, aiming to secure new customers via new and existing partners, thereby expanding the pipeline, POV, and closed won ARR
- Manage pricing discussions and pipeline diligently, leading to accurate forecasting in collaboration with the local sales and sales leadership team
- Drive performance based on focused metrics, and offer constructive coaching and support to ensure each team member's success
- Cultivate long-term strategic relationships with new and existing enterprise channel partners and their customers, in conjunction with Customer Success, to increase market adoption of Kentik's solution
- Achieve quarter-over-quarter growth in NA for channel-sourced pipeline, new customer wins, and new ARR
- Hold individuals accountable internally and externally in a collaborative manner that fosters partnership and cooperation
- Be a metrics-driven leader - ensure activity and processes are met, and set an example with high energy
- Collaborate with Account Executives, SEs, and Marketing teams to develop demand generation programs that generate net new pipeline with partners in the territory
- Comfortably conduct first calls with partners to clients and delivering demos
- Maintain up-to-date knowledge of competitors and industry trends
- Travel domestically on a frequent basis
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.
Share this job
View 15 more jobs at Kentik