Senior Channel Partner Services Specialist

Role Overview

• Provides pre-sales technical consulting utilizing the tools and engineering partners available, conducts assessments to understand client challenges and business objectives as it relates to XaaS solutions.
• Designs and presents technical solution configurations based on client needs and solution pricing while recommending applicable services as part of the overall client solution.
• Collaborates with partners to design technical solutions as needed.
• Advises on pricing programs and manages deal registration.
• Serves as subject matter expert to Account Managers on XaaS solutions.
• Engages Connection Technology Practices to ensure optimal results for the client based on the solution(s) selected.
• Develops and expands business opportunities by collaborating with Account Managers, Sales Leadership, and others as needed to identify XaaS solution opportunities and target accounts through proactive engagement.
• Engages in customer and prospect calls to discover and qualify advanced technology opportunities within these accounts.
• Forecasts and manages pipeline to meet monthly recurring revenue (MRC) target.
• Ensures professional development to increase knowledge of XaaS solutions, applications and services, keeps abreast of trends and market conditions, and maintains and/ or achieves certifications for professional development.
• Attends applicable industry and manufacturer training sessions to increase knowledge in respective practice area.
• Achieves vendor certifications through online or onsite training.
• Utilizes sales enablement strategies to educate selling organization on strategies and tactics to grow XaaS practice area in the assigned business segment(s) successfully.
• Leads co-creation and presentation of technical training.
• Coaches Account Managers on XaaS technologies and partner offerings.
• Supports XaaS and Connectivity marketplace partners in an effort to remain abreast of new technologies and offerings to incorporate into ongoing training and development materials.

Requirements

• Bachelor's Degree in Marketing, Business, Computer Science, IT, or similar field or equivalent experience (6-8 years)
• Proficient use of Microsoft Office including Excel/Powerpoint, Microsoft Teams, and relevant internal business systems
• IT aptitude with strong desire to continually learn and apply latest technologies
• Advanced working knowledge of XaaS partner specific technology
• Advanced working knowledge of XaaS technologies and related product solutions
• 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 at working collaboratively with sales and internal colleagues, as well as external partners, to solve technical and/or support solution renewal/add on scenarios.
• High aptitude to stay current and train on related technology areas such as Server, Storage, Networking, Collaboration, Security, Cloud Compute, Connectivity
• Customer oriented with ability to listen to and anticipate needs of the customer
• Excellent time management skills and an organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines
• Action oriented with strong executional skills
• Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers.

Tech Stack

• Cloud

Benefits

• 401k plans
• Medical insurance
• Free therapy visits
• Mental health coaching and tools
• Meditation resources
• Generous paid time off including Wellness and Volunteer Time Off days