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

• Dental and vision insurance
• Parental leave
• Stock options
• Flexible paid time off
• 401k plan
• Work from home opportunities
• Health insurance

Total funding: $101.7m

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.