Technical Partner Manager, BlueCat
More information about location
Computer networking products
Be an early applicant
Computer networking products
501-1000 employees
Be an early applicant
More information about location
501-1000 employees
Company mission
To help enterprises achieve network modernizaton objectives.
Role
Who you are
- The ideal candidate will have a strong technical background, be capable of advanced solution engineering, be familiar with the channel sales model, with elevated sales acumen
- Strong presentation skills and an understanding of the intricacies of a complex sales cycle for clients and partners is essential
- Experience and familiarity providing technical support and enablement to resell and MSP partners in North America
- Strong network system administration experience and very familiar with IP protocol, DNS, ISC BIND, MS DNS, DHCP
- Experience designing solution architectures for an enterprise software, networking, virtualization, or systems integration company
- Experience with routing, switching, and LAN/WAN design
- Experience in Cloud and Virtualization
- Ready and willing to travel (>50%)
- Excellent communication skills with the knack for conveying technical concepts to audiences of varying levels
- A Bachelor’s degree in an appropriate field from an accredited college/university degree or equivalent
- 2+ years’ experience in IT Channel Sales
- A proven track record of success over 7+ years contributing to the success of and/or leading teams of results-oriented Account - Management/Customer Success/Sales professionals
What the job involves
- The Technical Partner Manager (TPM) is a three-pillar role combining channel technical presales, channel account management, and direct sales cycle support
- The role is intended to drive increased market share for BlueCat as measured by increased channel partner enablement, channel revenue growth, new logo acquisition, and shortened sales cycles
- Your technical expertise will be relied upon for advising/designing solution architecture, training and enabling a diverse set of channel partners and managed-service providers on both the technical and business value of BlueCat’s solutions, conducting demonstrations and supporting installation in partner labs
- Provide technical pre-sales support and enablement of a diverse partner/channel ecosystem
- Consult on solution architecture within the context of the client’s network infrastructure and business goals
- Deliver on-site and web-based presentations to broad audiences
- Actively participate at trade shows, seminars and speaking engagements - Help to identify new business opportunities
- Provide feedback to Product Management and Engineering on product functionality and future enhancements
- Focus on net new business generated by the Channel and expand Partner network
- Develop strong relationships and be viewed as a “trusted advisor” with BlueCat partners and grow the partner relationship
- Educate partners on best practices to support their client base successfully and reflect the BlueCat brand as a market leader
- Ensure alignment of the strategy with the BlueCat Partner teams; understand their coverage models and strategies; know their focus in areas of target accounts, verticals, geography, and market coverage
- Provide insight on partners’ needs to internal teams on a regular basis; represent their views, requirements, and experience throughout the organization
- Technical knowledge
- Channel sales acumen
- Business development
- Advising on best practices and answering technical questions
- Identifying and uncovering opportunities
- Developing unique pathways to support BlueCat’s Sales Team, their partners, their end customers
- Actively collaborate with the BlueCat AE and partner AE to ensure all partner-led solutions being proposed fit within our product portfolio
- Provide early disqualification of partner-led opportunities that are not a fit for our solution
- Host regularly scheduled joint training events with partners and the BlueCat team
- Provide sales and technical enablement for partner-led opportunities
Our take
DNS (Domain Name System) is the backbone of internet navigation, translating domain names into IP addresses to connect users with websites. However, many enterprises still rely on outdated DNS systems, which can severely hinder IT operations. BlueCat addresses these issues by providing advanced DDI (DNS, DHCP, and IP Address Management) solutions, offering businesses a faster, more efficient way to manage their network infrastructure.
BlueCat's solutions accelerate the adoption of cloud computing and automation, making it highly attractive to large-scale enterprises looking to strewamline IT operations and reduce costs. By simplifying complex network management, BlueCat helps companies enhance efficiency and adapt to modern technological needs.
The company is making significant strides, with the recent announcement of new capabilities to help organizations modernized their network infrastructure. Alongside this, it also appointed a new Chief Product and Chief Technology Officer, and partnered with Grupo Dice to transform DDI management across Mexico and Latin America These exciting developments signal a bright future for BlueCat as it continues to lead the way in network modernization.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (2 rounds)
Jul 2011
$16.8m
SERIES B
Oct 2009
$11m
SERIES A
Total funding: $27.8m
Company HQ
Nortown, Toronto, ON
Leadership
Stephen Devito
(CEO)Served as CFO and COO at BlueCat before taking over as CEO. Former CFO at Marketwired, Second Cup, and Q4 Inc.
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