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
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

Requirements

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 East Coast (US) with existing relationships at national, regional and/or born in the cloud partners. NYC metropolitan area preferred
Existing relationships at partners such as SHI, AHEAD, WWT, Myriad360, Presidio, ePlus, or Trace3
Extensive experience & demonstrable track record in recruiting & developing channels in the Eastern 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 a channel first strategy
Ability to work flexible hours to suit business needs, where colleagues are dispersed globally
Must be willing to travel (30%+) - the amount of travel may vary by company needs and quarter

Benefits

100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
Paid family & medical leave
Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
401(k) retirement account
Home office reimbursement
Stock options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales experiencepipeline managementforecastingchannel partnershipscustomer acquisitionquota exceedingtechnical presentationstrategic thinkingmeasurement & reporting

Soft Skills

excellent communicationconsultative approachcollaborative workstrategic relationship buildingtechnical curiosity