СШАTechnical Lead, MSPs
1 нед. назад
140k–190k USD / годСШАLeadRemote
Lead technical partnerships to drive recurring partner-sourced revenue in managed service providers landscape.
О компании
- is a vertically integrated networking company. Hardware, software, services, ISP, and autonomous networks—all built on a single data pipeline from the local network to the data center.
- The internet runs the world. Every purchase you make, video call you join, it's all packets flowing through networks. But those networks haven’t changed for decades. They’re brittle, complex, and surprisingly hard to set up in an enterprise space.
- We started to build better networks. We had to build everything from the ground-up: designing and building our own enterprise hardware, intuitive software, and streamlined operations to deliver great outcomes for our customers. Today, we build and deploy these networks at scale. Ambitious companies and enduring institutions like Bridgewater, Lyft, Reddit, rely on to keep their thousands of employees and locations online and productive.
- Our bet with is simple: we will all use the internet more than we do today. We believe we have the definitive networking stack in place to enable business to do so as seamlessly and reliably as any modern utility.
Обязанности
- This role will be successful by driving tight technical, operational, and practice alignment between and these partners, ultimately establishing as a strategic networking partner across the service provider community.
- You'll align with internal and external stakeholders to identify gaps, areas of opportunity, and areas of investment for this route to market. You'll build a consistent motion across partners rather than a one-off playbook, and develop a tiered approach that prioritizes the highest-potential relationships while maintaining broad coverage.
- You'll deepen relationships with operations, technical architects, and leadership at our top and emerging partners, driving awareness, adoption, and credibility by articulating how 's unified hardware, software, and operations create superior results for enterprise customers.
- Through these relationships, you will lead process, operational, and technical decision-making that create early success stories that demonstrate measurable outcomes and build repeatable frameworks that allow each partnership to scale.
- Over time, you will drive partner strategy and help drive the long-term roadmap for how goes to market through the solution provider ecosystem.
- Partner closely with technical teams at MSPs and SPs to demonstrate the value of to show the value of for their managed networking practice.
- Support partner sellers, solution architects, and service delivery teams during discovery, managed service design, pricing, and transition planning.
- Map into each partner's managed services portfolio, identifying where strengthens existing offers and where it creates new ones.
- Build and launch joint managed offers with MSPs, carriers, and GSIs, including packaging, pricing models, and service-level definitions.
- Deliver ongoing enablement across partner technical, practice, and operations teams, focusing on how simplifies network lifecycle management and improves service delivery, support, and ongoing management.
- Meet regularly with partner technical leadership, product, and NOC/operations groups to maintain alignment and uncover new opportunities.
- Collaborate with MSP business lead to build and execute joint business plans with each major partner, including recurring revenue targets, enablement calendars, and co-marketing activities.
- Track MSP development and areas of investment to grow pipeline and revenue and remove operational blockers so deals and deployments progress smoothly.
Требования
- You have deep experience working with managed service providers, carriers, and GSIs (AT&T, Verizon, Lumen, Accenture, Kyndryl, NTT, or similar) and understand how they build, price, and deliver managed network services.
- You have a strong track record of building partner-sourced recurring revenue across multiple complex service provider organizations.
- You understand how MSPs think about portfolio fit, service margins, operational cost, and customer lifecycle, and can position in those terms.
- You know how to prioritize across a broad portfolio of relationships and can develop a tiered strategy that drives outsized results from the highest-potential partners without losing momentum elsewhere.
- You are comfortable with technical concepts, have proficient understanding of networking fundamentals, and can communicate them clearly to technical, product, and operations audiences.
- You can build trust quickly with stakeholders at all levels and influence decisions through clear, credible communication.
- You have a high sense of urgency and focus on activities that move opportunities forward.
- You enjoy travel and value in-person relationship building as a core part of partner success.
- You are comfortable in the ambiguity of early-stage go-to-market and can bring structure and repeatability to a fast-moving service provider channel.
Условия
- The estimated base salary for this role is between $140,000 - $190,000.
- Additionally, this role is eligible to participate in 's equity plan.
- By applying to this job you acknowledge that you've read and understood 's Job Applicant Privacy Notice .
Другое
- The largest service providers in the industry are trusted by enterprises and public sector organizations to design, deploy, and run their technology environments on an ongoing basis. These partners own the day-to-day operations of thousands of customer networks and are uniquely positioned to bring 's networking platform to the accounts that need it most. This route to market is also growing at an incredible scale, as more organizations are forced to do more with less.
- Legacy networking vendors rely on fragmented hardware and software stacks that create operational complexity for service providers and their customers alike: more tooling to maintain, more tickets to absorb, and more engineering hours consumed per account. 's full-stack, subscription-based networking solution aligns with how service providers deliver and price managed services, protects service margin as the book scales, and simplifies how organizations design, deploy, and operate their networks.
- Your primary goal is to build high-performing partnerships across the service provider landscape that drive consistent, recurring partner-sourced revenue. You will deepen 's presence within the technical, operations, solution architecture, and service delivery teams at our top service provider partners and turn that alignment into qualified pipeline and closed business.