Senior Channel Partner Services Specialist

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

📋 Description

• Deliver pre-sales support through technical consulting and contracting for XaaS solutions.

• Perform assessments to gain insight into client challenges and business goals.

• Direct solution design efforts in collaboration with Solution Architects and sales teams in designated sales regions.

• Present technical solution configurations tailored to client requirements and pricing, recommending relevant services.

• Collaborate with partners and cross-functional teams to architect technical solutions.

• Counsel and oversee pricing programs in partnership with referral providers.

• Manage deal registration and align with the most suitable suppliers for co-selling initiatives.

• Act as a subject matter expert for Account Managers and the Technical Services team regarding XaaS referral subscription solutions and programs.

• Engage with Connection Technology Practices to enhance client outcomes.

• Identify and develop business opportunities by pinpointing XaaS solution prospects and target accounts.

• Utilize internal and external tools to discover strategic prospects.

• Participate in calls with customers and prospects to identify and qualify advanced technology opportunities.

• Forecast and manage the pipeline to achieve monthly recurring revenue goals.

• Continuously enhance professional knowledge of XaaS solutions, market trends, and relevant certifications.

• Attend industry and manufacturer training sessions and obtain vendor certifications.

• Educate the sales team on XaaS sales enablement strategies and techniques.

• Lead the development and delivery of technical training presentations.

• Mentor Account Managers on XaaS technologies and partner offerings.

• Support XaaS and Connectivity marketplace partners while updating training and development resources.

⛳️ Requirements

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

• IT savvy with a commitment to continually learn and apply current technologies.

• Advanced knowledge of XaaS partner-specific technologies.

• In-depth understanding of XaaS technologies and associated product solutions.

• Capability to offer technical solutions aligned with customer needs.

• Demonstrated experience in managing technology/software partnerships and indirect channel management.

• Strong negotiation capabilities.

• Proven track record of managing multiple projects and meeting expectations both internally and with clients.

• Extensive collaborative experience with sales teams, internal colleagues, and external partners.

• Skills in account planning and experience with upselling and cross-selling strategies for monthly XaaS services and solutions.

• Ability to stay current and train in Server, Storage, Networking, Collaboration, Security, Cloud Compute, and Connectivity technologies.

• Customer-focused approach with an ability to listen to and anticipate client needs.

• Problem-solving skills in situations with limited standardization.

• Ability to clearly articulate and demonstrate customer value propositions.

• Analytical skills to evaluate customer business system requirements.

• Excellent time management, organizational, documentation, scheduling, and performance-monitoring abilities.

• Proficient in defining problems, gathering data, establishing facts, and drawing valid conclusions and recommendations for solutions.

• Strong execution skills.

• Excellent interpersonal and proactive communication skills.

• Self-motivated and results-oriented.

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

• Required certifications, licenses, or registrations: UCaaS/CCaaS, Connectivity, Colocation, Security, SDWAN & SASE options.

🏝️ Benefits

• Competitive base salary.

• Quarterly MBO bonus.

• Additional monetary incentives.

• 401k plans.

• Medical insurance.

• Complimentary therapy sessions.

• Mental health coaching and resources.

• Meditation resources.

• Generous package of paid time off.

• Vacation time.

• Care time.

• Wellness Time Off days.

• Volunteer Time Off days.