Channel Partner Account Representative, Principal

Sales @ Waltham, MA, United States

Job Summary

About You
  • You’re an experienced partner/channel manager
  • You know how to develop and manage relationships with key sales channel partners.
  • You’re confident and capable of prospecting, finding and engaging prospective channel partners, and you know how to negotiate and execute contracts.
  • You’re comfortable owning a channel partner revenue number, you’re adept at aggressively growing channel partner revenue, and you know how to update, measure, and rank top partners using a Quid Pro Quo strategy.
  • You’ve developed the skills you need to work with sales, product and development teams to identify and solve issues blocking channel partners and client performance. And you know how to make the partner successful with being compliant with partner agreements, renewals, and committed opportunity objectives to maintain a Certified Partner Status.
  • You know how to leverage relationships to increase channel program growth
  • You love channel sales and have a proven track record of meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Partners who know how to use your stuff, who love it and feel confident with how well it works, are very sweet partners, indeed.
  • We love what we do. You should too!

Qualifications & Requirements
  • BA/BS Degree
  • Minimum of 5 years of sales/business development/channel sales experience
  • Strong technical background
  • Experience with distributors, systems integrators, large account resellers
  • Able to work with CRM systems, maintaining a healthy pipeline and forecast; experience a plus
  • Goal oriented and comfortable carrying a revenue quota/target
  • Experience with negotiating contracts, working effectively with legal and finance teams
  • Outgoing, with strong written and oral communication and presentation skills
  • Active listening skills and a genuine curiosity to uncover customer needs, evaluation processes, and solution potential

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