Sales, Channel – Regional Partners

This is a fully remote position, open to applicants in Canada.

📋 Description

• Establish Meter's partner business in Canada from the ground up.

• Select partners, tailor Meter's playbook to suit the Canadian market, and transform relationships into confirmed revenue.

• Revitalize existing partner connections and promote Meter to resellers, MSPs, TSDs, and their sales teams.

• Develop and implement a business strategy for expanding Meter's presence through partners across Canada.

• Identify and engage key partners while driving deal registrations.

• Facilitate partner-led transactions resulting in closed-won revenue with Enterprise and Major account representatives.

• Create a repeatable enablement program for partner sales teams.

• Acquire knowledge and articulate networking basics such as routing, switching, Wi-Fi, and security.

• Seek out and onboard new VARs, MSPs, distributors, and TSD-affiliated advisors.

• Interact with partner sellers and regional leadership both virtually and in-person.

• Collaborate with partners to map accounts and pinpoint influential verticals and clients.

• Coordinate partner-led deals alongside AEs, solutions engineers, marketing, and operations teams.

• Educate partners on Meter's offerings, roadmap, and competitive advantages.

• Work together on incentives, MDF, SPIFFs, summits, and webinars.

• Represent Meter at partner events, trade shows, and joint customer meetings, while organizing events to create opportunities.

• Monitor partner pipeline metrics, forecast channel revenue, and communicate progress to Sales leadership.

• Dedicate significant time to partner offices and customer locations throughout Canada.

⛳️ Requirements

• Proven track record of exceeding partner-sourced revenue goals.

• Experience in establishing new partner business via VARs, MSPs, distributors, TSDs, trusted advisors, or similar entities.

• Familiarity with deal registration, MDF, SPIFFs, rebates, and partner program tiers.

• Strong, lasting relationships within Canada's partner ecosystem.

• Background in selling networking or related infrastructure through the channel, including routing, switching, wireless, SD-WAN, SASE, or security.

• History of co-selling six- and seven-figure deals with complex enterprise organizations alongside AEs and partner sellers.

• Excellent presentation abilities and clear, concise communication skills.

• Experience in building a partner territory from scratch, preferably in a high-growth startup environment.

• Capability to develop repeatable partner playbooks.

• Proactive approach towards revenue-generating actions and the ability to get deals registered and closed.

• Based in Canada, ideally in Toronto.

• Willingness to travel 50% or more.

🏝️ Benefits

• Opportunity to establish Meter's Canadian partner business from the ground up.

• Chance to manage significant Canadian partner relationships and contribute to the growth of the regional team.

• Collaborative efforts with Enterprise and Majors representatives, solutions engineers, marketing, operations, Partner Marketing, and Partner Enablement teams.

• Involvement in partner events, trade shows, joint customer meetings, summits, webinars, lunch-and-learns, and QBRs.