КанадаSales, Channel - Regional Partners (Canada)
4 дн. назад
КанадаRemote
Manage regional partner sales channels in Canada for networking hardware and software solutions.
Обязанности
- Your goal is closed-won revenue sourced through Canadian partners. Within your first six months, you will:
- Reactivate your existing partner relationships in your first few weeks and start evangelizing to resellers, MSPs, TSDs, and their sellers
- Build and run a business plan for scaling through partners across Canada
- Recruit and activate a core group of partners that can bring outsized value, and get them registering deals
- Drive deal registrations through to closed-won revenue with our Enterprise and Majors reps, earning their trust as an embedded member of the team
- Stand up a repeatable enablement program so partner sellers can pitch without you in the room
- Learn networking fundamentals (routing, switching, Wi-Fi, and security) well enough to explain to any partner why is the best fit for their customers
- Over time, you'll have the opportunity to own our most important Canadian partner relationships and help build the regional team around them.
- From day one, you own the Channel business in Canada. A typical week includes:
- Hunting down and onboarding new VARs, MSPs, distributors, and TSD-affiliated advisors
- Meeting with partner sellers and regional leadership, virtually and in person, to strengthen relationships and uncover opportunities
- Mapping accounts with partners to find the verticals and customers where they already have influence
- Quarterbacking partner-led deals with AEs, solutions engineers, marketing, and operations, and clearing blockers during quoting, contracting, and deployment
- Training partners on our offering, roadmap, and competitive positioning through lunch-and-learns, QBRs, and technical overviews
- Working with our Partner Marketing and Partner Enablement teams on incentives, MDF, SPIFFs, summits, and webinars
- Representing at partner events, trade shows, and joint customer meetings, and hosting our own events to generate pipeline
- Tracking partner pipeline metrics, forecasting channel revenue, and reporting progress to Sales leadership
- Partners route deals to vendors they trust, and that trust gets built face to face. Expect to spend much of your time in partner offices and at customer sites across the country.
Требования
- You've consistently overachieved on partner-sourced revenue targets, and your promotions and rankings show it.
- You've built net-new partner business through resale partners (VARs, MSPs, and distributors), referral partners (TSDs and trusted advisors), or both. You know how to land a vendor in a partner's compensation plan through deal registration, MDF, SPIFFs, rebates, and program tiers.
- You have deep, durable relationships across Canada's partner community. You can name the account executives, solutions architects, practice leads, and branch managers you'd call on day one.
- You've sold networking or networking-adjacent infrastructure through the Channel, such as routing, switching, wireless, SD-WAN, SASE, or security. Experience at a challenger brand that had to win against an entrenched leader is a plus.
- You've co-sold six- and seven-figure deals into complex enterprise organizations alongside AEs and partner sellers, and you care more about the team's win than who gets credit.
- You're a strong presenter who can win over partner sellers, a partner's leadership team, and a joint customer, sometimes all in the same day. Your communication is clear, concise, and responsive.
- You succeed in spite of your environment, not because of it. You've built a partner territory from scratch, ideally at a high-growth startup, and you create repeatable playbooks instead of waiting for programs to be handed to you.
- You have a bias for revenue-generating action. You're good at building relationships, and better at getting deals registered and across the line.
- You're based in Canada, ideally Toronto, and comfortable with 50%+ travel.
Другое
- At , our bet is simple: we’ll use the internet more tomorrow than we do today.
- Nearly every human ambition depends on fast, reliable and secure connectivity. But networking hasn’t kept pace with the rest of computing. Many customers have to stitch together hardware from one vendor, software from another, and find someone to install and maintain their networks, not to mention paying up front for a bill of materials that includes hardware costs, software licensing and support & maintenance contracts. The result is a lack of observability across the entire stack, increased downtime and finger-pointing between vendors and partners when things go wrong.
- takes responsibility for the entire network: designing the hardware, writing the firmware and software, deploying the networks, and keeping them running. We deliver wired, wireless and indoor cellular networks for one simple rate based on square footage, building the internet into a new kind of utility.
- That model fits the Channel. Resellers, MSPs, and distributors can build recurring margin on , and Technology Services Distributors (TSDs) and their trusted advisors can sell it alongside the connectivity, UCaaS, and SD-WAN services already on their line cards. In the US, partners are already one of our biggest growth levers, with relationships at names you'll recognize like CDW, World Wide Technology, and Microsoft.
- Now, we're bringing that motion to Canada. As our first Regional Partners hire in the country, you'll build 's partner business from zero. You will choose the partners, adapt our playbook to the Canadian market, and turn relationships into closed-won revenue alongside our Enterprise team.
- The internet runs the world. Every email you send, 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, and 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 businesses to do so as seamlessly and reliably as any modern utility.
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