Sr Channel Partner Services Specialist; Remote

About the role

We’re seeking a Senior Channel Partner Services Specialist with strong, proven experience and background in XaaS Solution Sales from a VAR or major Managed Service Provider and/or Cloud Solution provider to join this dynamic and successful team. This role offers a strong base salary plus quarterly MBO bonus and other financial incentives.

Responsibilities

• Provides pre-sales through solution sales technical consulting and contracting utilizing available tools and engineering partners.
• Conducts assessments to understand client challenges and business objectives related to XaaS solutions.
• Leads design in solutioning with Solution Architects and sellers across assigned sales regions.
• Presents technical solution configurations based on client needs and solution pricing, recommending applicable services as part of the overall client solution.
• Collaborates with partners and cross-functional teams to design technical solutions as needed.
• Advises and manages the pricing program offering with referral providers and manages deal registration and coordination of best-fit suppliers for co-sell motions.
• Serves as subject matter expert to Account Managers and the Technical Services organization on XaaS referral subscription solutions and programs.
• Engages Connection Technology Practices to ensure optimal results for the client based on selected solutions.
• Develops and expands business opportunities by collaborating with Account Managers, Sales Leadership, and others to identify XaaS solution opportunities and target accounts through proactive engagement.
• Leverages Company and external tools to identify strategic prospects for advanced technology solutions.
• Engages in customer and prospect calls to discover and qualify advanced technology opportunities within accounts.
• Forecasts and manages pipeline to meet monthly recurring revenue (MRC) targets.
• Ensures professional development to increase knowledge of XaaS solutions, applications, and services, staying abreast of trends and market conditions.
• Maintains and/or achieves certifications for professional development, attending applicable industry and manufacturer training sessions.
• Achieves vendor certifications through online or onsite training.
• Utilizes sales enablement strategies to educate the selling organization on strategies and tactics to grow the XaaS practice area in assigned business segments.
• Leads co-creation and presentation of technical training.
• Coaches Account Managers on XaaS technologies and partner offerings.
• Supports XaaS and Connectivity marketplace partners to remain current on new technologies and offerings, incorporating them into ongoing training and development materials.

Requirements

• Proficient use of Microsoft Office (Excel/PowerPoint), Microsoft Teams, and relevant internal business systems.
• IT aptitude with a strong desire to continually learn and apply the latest technologies.
• Advanced working knowledge of XaaS partner-specific technology and related product solutions.
• Adept at providing technical solutions based on customer needs per the practice area.
• Proven experience in technology/software partner and indirect channel management.
• Strong negotiation skills.
• Proven experience managing multiple projects and delivering expectations, both internally and with clients.
• Proven success working collaboratively with sales and internal colleagues, as well as external partners, to solve technical and/or support solution renewal/add-on scenarios.
• Account planning skills with experience in up-sell and cross-sell strategies for joint selling of monthly-based XaaS services and solutions.
• High aptitude to stay current and train on related technology areas such as Server, Storage, Networking, Collaboration, Security, Cloud Compute, and Connectivity.
• Customer-oriented with the ability to listen to and anticipate customer needs.
• Intuitive and logical with the ability to solve a variety of problems in situations with limited standardization.
• Articulate with the ability to clearly explain and demonstrate the value proposition to customers.
• Analytical with the ability to assess customer business system requirements.
• Excellent time management skills and an organized mindset with the ability to document activities, anticipate problems, plan schedules, and monitor performance according to priorities and deadlines.
• Reasoning ability to define problems, collect data, establish facts, and draw valid conclusions and solution recommendations.
• Action-oriented with strong executional skills.
• Strong interpersonal and proactive communication skills with the ability to collaborate with Account Managers and engage customers.
• Self-motivated and results-driven.
• Bachelor’s Degree in Marketing, Business, Computer Science, IT, or a similar field, or equivalent experience (6-8 years).
• Certifications in UCaaS/CCaaS, Connectivity, Colocation, Security, SD-WAN, and SASE (if any).

Benefits

• Progressive and competitive compensation, 401k plans, and medical insurance.
• Free therapy visits, mental health coaching and tools, and meditation resources to support emotional wellbeing.
• Generous paid time off package, including vacation, care time, Wellness, and Volunteer Time Off days.

Pay

Minimum USD $76,500.00/year. Maximum USD $97,920.00/year.