This is a hands-on role that requires prior work experience in working with Managed Service Providers to support them in all aspects of partnership, including selling, supporting, driving preference and building pipeline.

Candidates must have experience in working at or with Managed Service Providers for a sell-to, sell-with and sell-through approach. Candidates must be technically, business and operationally astute and comfortable working across multiple functions within a large Service Providers.

Responsibilities

• Manage & Grow business through Service Providers (MSP, MSSP, UCaaS)
• Recruit, on-board, enable & operationalize new Service Providers
• Build and maintain relationships with SP sales teams/channel
• Drive preference for their company as the preferred partner for SP Sales/Pre-Sales
• Develop strategic business plans/GTM with SP and (if applicable) their enterprise/territory sales, conduct Quarterly Business Reviews to maintain a healthy, positive, “growth oriented” partnership.
• Works with the Enterprise Sales teams to develop joint account plans to target and penetrate strategic accounts. As needed, supports their Enterprise/Territory sales teams in secure client meetings and demos
• Owns responsibility for building, maintaining, growing and reporting on sales funnel in order to achieve/exceed quota
• Tracks and reports on all identified, regularly provides funnel and sales opportunities
• Facilities and provides continuous education, training, enablement to SP sales, sales support, technical support, marketing, client support, and product management teams to be able to effectively support and deliver solutions to their end customers.
• Maintain positive, strong relationships with key decision makers and influencers within SP to keep them “top of mind” and to maintain the leading preferred vendor within the SP.
• Manage partner pricing, negotiations, procurement process and contracting.
• Work cross-functionally (Product/Engineering, Marketing, Operations) in order to support overall growth and success of the global partnership. Proactively assess partner needs on an ongoing basis.

Required Qualifications

• Bachelor's degree or equivalent training in business or sales management or engineering.
• 5+ years selling experience in high tech sales, preferably in the MSP realm.
• Strong hunter mindset and experience with onboarding new business
• Strong technical background
• Excellent written & verbal communication skills.
• Excellent presentation skills.
• Ability to learn new technologies quickly.
• Highly motivated sales starter and ability to work independently.

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