Channel Sales Manager -Must have Network Security & MSP Exp

  • Freelance
  • Remote

TER Consulting,LLC

This job is 100% Remote and can live anywhere on the East Coast. You must have a Channel Sales, Network Security and MSP work history!!

East Coast – Boston to Miami..(Managed Service Provider Experience is a must)

The client will not sponsor any type of foreign visa applications

Our Global client located in the greater Boston Area North is currently searching for an experienced Channel Sales professional responsible for the territory of North America.

This Sales person will be responsible for driving the recruitment, onboarding and enablement of MSP partners to drive net new sales of the client’s market-leading solutions towards the enterprise.

Specific Duties and Responsibilities:
Work with current alliance partners, scan and identify new alliances as necessary
Ensure the necessary onboarding and launching of alliances through to sales and technical certification is defined, delivered and measured
Establish, develop and maintain strong professional sales & sales management relationships with current and future MSP Partners.
Create and analyze sales reports, identify issues contributing to success or shortcomings and take any agreed corrective action.
Support and leverage other channel efforts, field marketing, product launches and product promotions as well as certifications and specializations with MSP’s
Keep current with our product release information including sales materials, product roadmap, features, applications, competition and disseminate to partners as appropriate.
Exceed quarterly and annual Sales Bookings/Revenue Goals
Perform business support metrics reviews and analysis of each MSP Partner’s performance via QBR’s or other appropriate means.
Establish and maintain positive & proactive relationships with Alliance & MSP sales reps/management to build mindshare and drive sales activity.
Create and execute a business plan for each MSP for each major region in which they operate – working closely with the local teams and other MSP team members.
Aid in developing strategic initiatives that will result in increasing the MSP Partner quarterly bookings.

Experience and Educational Requirements:
Degree qualified with 10+ years channel/partnership experience, coupled with a demonstrable appreciation of how Service Providers are delivering services and the challenges they face in doing so.
Experience signing and developing business with major SP.
Strong background with networking and data center security products
Ability to work in an environment where positive confrontation is the norm.
Must have a proven network of multi-level relationships at MSP
The familiarity with building and running successful and profitable MSP relationships in a co-existence environment.
Strong ethical and compliance based moral compass, not afraid to speak up if something doesn’t look right and not afraid to ask difficult questions.

· Must have experience of working in an organization with high touch sales teams.

· Must have demonstrable experience of creating new business opportunities and selling via channels (Distribution, resellers, SI’s and MSSP) into the large enterprise, hosting and service provider environments with both own brand solutions and OEM/Alliances solutions.

· Must be willing to roll sleeves up and lead from the front as an individual contributor but liaise with global colleagues about global MSP partners

· Experience of working for East Coast-based Company and the flexibility of working with stakeholders across international time zones.

· Must be able to make decisions that are right for the business even if not right for them personally in the short term.

Location & Reporting

The role will report to the Director of Channel Sales