Strategic Enterprise Channel Director

Star2star Communications Miami , FL 33196

Posted 7 months ago

Strategic Enterprise Channel Director

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.


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Strategic Enterprise Channel Director

Star2star Communications