Sales, Channel – Regional Partners
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Job Description
Channel partnerships leader building Meter's Canadian partner business from zero. Recruiting resellers, MSPs, distributors, and advisors to drive networking revenue.
Responsibilities:
- Build Meter's partner business in Canada from zero
- Choose partners, adapt Meter's playbook to the Canadian market, and convert relationships into closed-won revenue
- Reactivate existing partner relationships and evangelize Meter to resellers, MSPs, TSDs, and their sellers
- Build and execute a business plan for scaling Meter through partners across Canada
- Recruit and activate core partners and drive deal registrations
- Drive partner-led deals through closed-won revenue with Enterprise and Majors representatives
- Establish a repeatable enablement program for partner sellers
- Learn and explain networking fundamentals including routing, switching, Wi-Fi, and security
- Hunt and onboard new VARs, MSPs, distributors, and TSD-affiliated advisors
- Meet partner sellers and regional leadership virtually and in person
- Map accounts with partners to identify influential verticals and customers
- Coordinate partner-led deals with AEs, solutions engineers, marketing, and operations
- Train partners on Meter's offering, roadmap, and competitive positioning
- Collaborate on incentives, MDF, SPIFFs, summits, and webinars
- Represent Meter at partner events, trade shows, and joint customer meetings; host events to generate pipeline
- Track partner pipeline metrics, forecast channel revenue, and report progress to Sales leadership
- Spend substantial time in partner offices and customer sites across Canada
Requirements:
- Consistent overachievement on partner-sourced revenue targets
- Experience building net-new partner business through VARs, MSPs, distributors, TSDs, trusted advisors, or similar partners
- Knowledge of deal registration, MDF, SPIFFs, rebates, and partner program tiers
- Deep, durable relationships across Canada's partner community
- Experience selling networking or networking-adjacent infrastructure through the Channel, including routing, switching, wireless, SD-WAN, SASE, or security
- Experience co-selling six- and seven-figure deals into complex enterprise organizations alongside AEs and partner sellers
- Strong presentation skills and clear, concise, responsive communication
- Experience building a partner territory from scratch, ideally at a high-growth startup
- Ability to create repeatable partner playbooks
- Bias toward revenue-generating action and ability to get deals registered and closed
- Based in Canada, ideally Toronto
- Comfortable with 50%+ travel
Benefits:
- Opportunity to build Meter's Canadian partner business from zero
- Opportunity to own important Canadian partner relationships and help build the regional team
- Collaboration with Enterprise and Majors representatives, solutions engineers, marketing, operations, Partner Marketing, and Partner Enablement teams
- Participation in partner events, trade shows, joint customer meetings, summits, webinars, lunch-and-learns, and QBRs
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