Channel Sales Manager, Kentik

• If you are highly organized with an entrepreneurial mindset, this is a great opportunity and we want to talk to you!
• 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 West Coast (US) or Central Region (US) with existing relationships at national, regional and/or born in the cloud partners
• Extensive experience & demonstrable track record in recruiting & developing channels in the Western 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 Channel First
• Ability to work flexible hours to suit business needs, where colleagues are dispersed globally

Desirable

• We are expanding our sales organization and are looking for a self-motivated Channel Sales 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
• This is an individual contributor and quota-carrying position, reporting to the Director of Channel Sales, North America
• 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
• Together with your channel partners, you will identify & source sales opportunities that align with the ideal customer profile, accelerate new customer acquisitions, and meet all sales objectives and bookings targets in accordance with our growth expectations
• 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