Service Provider Channel Sales

Star2star Communications Dallas , TX 75201

Posted 2 months ago

Channel Sales - Enterprise Service Providers

Are you someone who is tenacious at cultivating and managing business partnerships at the enterprise level? Do you have a penchant for leading-edge technology solutions? Do you enjoy the thrill of the hunt and the adrenaline rush of closing the deal?

Star2Star Communications offers the only global Full Spectrum Communications Solution. Our constellation framework offers cloud communications that include unparalleled value, reliability, quality, and scalability. They unify business communications including voice, video, fax, mobile, chat, and presence management and enhance communications with solutions such as Voice Optimized SD-WAN, SD-WAN, and LTE failover. We are looking for an experienced hunter to join our team as we grow our enterprise customer base and strategic channel partners to include Regional and National Systems integrators (SI) and Managed Service Providers (MSP).

Position Summary:

Reporting to Senior Director Americas, this is a quota carrying position responsible for growing and managing Regional Channel 'book of business'. Focusing on hosted providers you will work directly with partners, prospects and end users to develop and execute your strategy to achieve and exceed annual quota. Working with the inside sales team your growth plan will include recruitment of new hosting providers partners such as MSPs and Communication Providers. This role can be located in any city with access to a major airport. This role will travel up to 50%.

Your Role:

  • Specialize in the breadth of Star2Star's solution portfolio, championing how Citrix Workspace can be monetized by hosting providers to drive ARPU growth

  • Act as a trusted advisor to your Partners' business to develop and leverage partner ' Go to market' plans, sales proposals, and a "sell with" closing strategy

  • Achieve annual quota targets based on contract value and increased partner activity

  • Recruit and onboard best of breed strategic channel partners to include MSP's and Communication Providers

  • Manage weekly and monthly forecasts against Monthly / Quarterly TCV targets using Star2Star CRM and forecasting tools having a keen eye on partner account planning and detailed opportunity management

  • Responsible for all aspects of the sale from pricing negotiations, contract development, partner product development, Go to Market planning, and service launch

  • Pipeline inclusive of driving, enabling, and supporting the launch of Star2Star based 'finished Goods and Services'

  • Act as the strategic advisor and market leader; motivate, train and conduct appropriate events to drive mindshare with the Partner community around our product portfolio

  • Consummate collaborator and team player amongst internal teams including Channel Sales, Inside Sales, Professional Services, Marketing, and Product Development

Your Background:

  • Successful track record of sales performance and over achievement of quota within the channel

  • Proven ability to drive and manage a channel 'Book of Business' while monetizing executive-level relationships

  • An entrepreneurial self-starter with a pragmatic streak who can build, drive, execute and deliver complex business solutions within the cloud computing and hosted markets

  • Expert at hunting and solution selling of complex large value TCV contracts of 3-5 years ($500k+ contract values) within the following environments: UCaaS, Hosted VoIP, and legacy voice replacement and carriers

  • Experience selling or managing relationships to other UC Service Providers including CLECs/ILECs is preferred, as well as C-Level executives

  • Seasoned professional in 'Value/Solution' selling of end user computing (eg Citrix Products) including the hosted applications, desktops, and how these can be monetized

  • Manage and close complex deals directly and in conjunction with the channel partner involving multiple executive level stakeholders, while successfully overcome roadblocks

  • Proven ability to manage a detailed forecast while successfully delivering your Monthly/Quarterly commitments

  • Proven ability to navigate the RFP and decision-making process of larger Enterprise Channel Organizations

  • Strong written, verbal, and presentation skills; you know your way around an RFP and a concise follow-up email

What We Offer:

  • Extensive Benefit Options (Health, Vision, Dental, Long & Short term Disability) effective after a short waiting period

  • Flexible PTO plan & Company Holidays

  • Subsidized onsite healthy food choices

  • Culture Perks: Multiple Special Interest Groups, Activities Team, New Mom & Quiet Rooms, and Team Building Events

  • Entrepreneurial work environment partnered with high growth career opportunities

Star2Star Communications is an Equal Opportunity/ Affirmative Action employer. We provide equal employment opportunities to all qualified employees and applicants for employment without regard to race, religion, sex, age, marital status, national origin, sexual orientation, citizenship status, veteran status, disability or any other legally protected status. We prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions, or any other condition of employment or career development.

You must be authorized to work in the United States on a full-time basis for any employer. No agencies, Please.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Director Of Channel Sales Engineering Security

Extrahop Networks

Posted 4 days ago

VIEW JOBS 11/9/2019 12:00:00 AM 2020-02-07T00:00 ExtraHop is searching for an experienced leader to take on the role of Director, Channel Sales Engineering. This position reports into the VP of WW Sales Engineering, while closely aligned with the Vice President of Channel Sales and the regional channel and field sales teams for sales/technical enablement, solutions and GTM offer creation, and lead generation with regional Partners. Travel will be required as you meet with Resale, SI, MSSP and Technology Partners to plan, train, attend joint sales calls, and close deals -- as well as occasional travel for internal meetings. You will lead a team of Channel Sales Engineers that will have a significant impact on the success of our Channel Sales team and their Partners. This is a strategic, influential position that contributes directly to the bottom-line health and high-velocity growth of the company. About The Role The Director of Channel Sales Engineering's role is focused on technical business development with our vibrant Panorama Partner community. This is a player/coach role leading a team of Channel SEs that provide support, enablement, and guidance to ExtraHop's strategic Channel Partners. You will be expected to take ownership of the technical design and management of strategic initiatives and programs relating to architecture, GTM solutions development, services delivery, partner training and enablement, as well as internally advocating for the Channel Sales organization cross-functionally inside of ExtraHop. The ideal candidate will have deep, technical knowledge and a keen eye for generating joint opportunity with Security Partners. Your team will own the development and execution of technology strategies, solutions, integrations and services to meet joint expectations and goals. Responsibilities * Manage the success, priorities and development of our ChannelSales Engineers. * Build and develop close working relationships with global, national, and regional Channel Partners and their solutions architects and sales engineers to increase partner-initiated sales growth via new opportunities and bookings. * Aide our Partners' SEs with ExtraHop training and certifications. Enable Partner SEs to perform demos, whiteboards, POCs, installations, troubleshooting and their own internal training. * Build and update Partner demo environments, enabling partners have the competency and ecosystem technology to effectively demonstrate to prospects and clients. * Co-develop technical enablement certifications for Foundational, Champion and Expert level architects and engineers. * Act as liaison between our Partners, Channel Sales team and technical staff to resolve outstanding issues and required assets. * Develop process for effective communications and reporting on Partner field activities to Sales Engineering, Leadership, Channel Sales, Sales Enablement and others. * Participate in national and regional Channel Partner and industry events including trainings and workshops, lunch & learns, and security conferences. Requirements * 5+ years of technical, channel leadership experience in global enterprise technology * Strong and successful experience in a technical capacity in incident response services, attack and penetration assessments, or host-based security technologies, preferably working with large Service Providers, MSSP's, or Consulting organizations * Business development experience in a consulting and/or services environment * Experienced in a security-focused technical lead and/or solutions architect role Additional Qualifications * Excellent organizational and project management skills * Experience working with Global, National and Regional Channel Partners including SI and MSSP Partners * Rich understanding of cybersecurity technologies and vendor landscape, including incident response, threat intelligence, and managed detection and response * Prior experience with NGFW, EDR and SIEM systems, and data consumption capabilities including API's, scripting, and data exchange formats * Understanding of security technologies including whitelisting, micro-virtualization, behavioral analysis, machine learning * Ability to travel up to 50% * B.S./B.A./M.S. degree or equivalent experience and training About ExtraHop At ExtraHop, we create great products because we give talented employees the freedom to be intellectually curious and creative. We seek a diversity of perspectives and foster employee quirkiness and spunk to help drive innovation. Every ExtraHop employee knows that we're all in this together and that work is an important part of life so it should be fun. A sense of humor is required here, seriously! We are the global leader with a novel approach to Security and IT Operational Analytics. Our market opportunity is greater than $20B and our solutions span all industries. Pretty neat, huh? If you want to join a fun team that produces award-winning products that provide tremendous business value and delight customers, then ExtraHop is the company for you! Founded by engineers, ExtraHop is a Seattle-based technology company that delivers elegant solutions for the tech industry's most challenging problems. As a privately held fast-growing technology leader in the $20B IT operations management space, ExtraHop Networks is positioned to be the next great systems company. We are known as innovators who take a smart, creative approach to solving problems. Our ExtraHop team and product line have received many awards, including wins in multiple categories of Best of Interop, a Gold Medal prize in Puget Sound Business Journal's annual list of Washington's Best Workplaces, and several Gold Stevie American Business Awards. ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law #LI-BR1 Extrahop Networks Dallas TX

Service Provider Channel Sales

Star2star Communications