Senior Channel Partner Services Specialist

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

📋 Description

• Delivers pre-sales technical consulting by leveraging available tools and engineering partnerships, conducting assessments to comprehend client challenges and objectives related to XaaS solutions. Designs and showcases technical solution configurations tailored to client requirements and pricing, while recommending relevant services as part of the comprehensive client solution.

• Partners with collaborators to create necessary technical solutions.

• Provides guidance on pricing programs and oversees deal registration.

• Acts as a subject matter expert for Account Managers regarding XaaS solutions.

• Engages with Connection Technology Practices to guarantee optimal outcomes for the client based on the selected solution(s).

• Grows and enhances business opportunities by working with Account Managers, Sales Leadership, and others to pinpoint XaaS solution opportunities and target accounts through proactive engagement.

• Utilizes both Company and external resources to identify strategic prospects for advanced technology solutions.

• Participates in customer and prospect discussions to uncover and qualify advanced technology opportunities within these accounts.

• Manages and forecasts pipeline to achieve monthly recurring revenue (MRC) targets.

• Commits to professional development to enhance understanding of XaaS solutions, applications, and services, staying informed about trends and market conditions, and maintaining or achieving certifications for professional growth.

• Attends relevant industry and manufacturer training sessions to deepen knowledge in the respective practice area.

• Obtains vendor certifications through online or onsite training sessions.

• Employs sales enablement strategies to educate the sales organization on methods and tactics to successfully expand the XaaS practice area within the assigned business segment(s).

• Facilitates co-creation and delivery of technical training presentations.

• Mentors Account Managers on XaaS technologies and partner offerings.

• Supports XaaS and Connectivity marketplace partners to stay updated on new technologies and offerings for inclusion in ongoing training and development materials.

⛳️ Requirements

• Bachelor's Degree in Marketing, Business, Computer Science, IT, or a related field, or equivalent experience (6-8 years).

• Proficient in Microsoft Office applications, including Excel/PowerPoint, Microsoft Teams, and relevant internal business systems.

• Strong IT aptitude with a keen desire to continually learn and apply the latest technologies.

• Advanced working knowledge of XaaS partner-specific technology.

• Advanced working knowledge of XaaS technologies and associated product solutions.

• Skilled in providing technical solutions tailored to customer needs within the practice area.

• Proven experience in managing technology/software partners and indirect channels.

• Strong negotiation capabilities.

• Demonstrated ability to manage multiple projects while meeting expectations, both internally and for clients.

• Proven track record of collaborating successfully with sales, internal colleagues, and external partners to address technical and/or support solution renewal/add-on scenarios.

• Experience in account planning with skills in up-sell and cross-sell strategies for joint selling of monthly-based XaaS services and solutions.

• High aptitude for remaining current and training 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 thinker with the capacity to solve a variety of problems in scenarios with limited standardization.

• Articulate communicator with the ability to clearly explain and demonstrate the value proposition to customers.

• Analytical mindset with the ability to assess customer business systems requirements.

• Excellent time management skills and an organized mindset, capable of documenting activities, anticipating issues, planning schedules, and monitoring performance according to priorities and deadlines.

• Reasoning ability to identify problems, gather data, establish facts, and draw valid conclusions and solution recommendations.

• Action-oriented with strong execution skills.

• Strong interpersonal and proactive communication skills, with the ability to collaborate with Account Managers and engage customers effectively.

• Self-motivated and results-driven.

🏝️ Benefits

• 401k plans.

• Medical insurance.

• Free therapy visits.

• Mental health coaching and resources.

• Meditation resources.

• Generous paid time off package including vacation, care time, Wellness, and Volunteer Time Off days.