Senior Channel Partner Services Specialist
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Job Description
Pre-sales technical consulting for XaaS solutions and business development support. Collaborating with Account Managers to identify and seize XaaS solution opportunities.
Responsibilities:
- Provides pre-sales technical consulting utilizing the tools and engineering partners available, conducts assessments to understand client challenges and business objectives as it relates to XaaS solutions.
- Designs and presents technical solution configurations based on client needs and solution pricing while recommending applicable services as part of the overall client solution.
- Collaborates with partners to design technical solutions as needed.
- Advises on pricing programs and manages deal registration.
- Serves as subject matter expert to Account Managers on XaaS solutions.
- Engages Connection Technology Practices to ensure optimal results for the client based on the solution(s) selected.
- Develops and expands business opportunities by collaborating with Account Managers, Sales Leadership, and others as needed to identify XaaS solution opportunities and target accounts through proactive engagement.
- Engages in customer and prospect calls to discover and qualify advanced technology opportunities within these accounts.
- Forecasts and manages pipeline to meet monthly recurring revenue (MRC) target.
- Ensures professional development to increase knowledge of XaaS solutions, applications and services, keeps abreast of trends and market conditions, and maintains and/ or achieves certifications for professional development.
- Attends applicable industry and manufacturer training sessions to increase knowledge in respective practice area.
- Achieves vendor certifications through online or onsite training.
- Utilizes sales enablement strategies to educate selling organization on strategies and tactics to grow XaaS practice area in the assigned business segment(s) successfully.
- Leads co-creation and presentation of technical training.
- Coaches Account Managers on XaaS technologies and partner offerings.
- Supports XaaS and Connectivity marketplace partners in an effort to remain abreast of new technologies and offerings to incorporate into ongoing training and development materials.
Requirements:
- Bachelor's Degree in Marketing, Business, Computer Science, IT, or similar field or equivalent experience (6-8 years)
- Proficient use of Microsoft Office including Excel/Powerpoint, Microsoft Teams, and relevant internal business systems
- IT aptitude with strong desire to continually learn and apply latest technologies
- Advanced working knowledge of XaaS partner specific technology
- Advanced working knowledge of XaaS technologies and related product solutions
- Proven experience in technology/software partner and indirect channel management
- Strong negotiation skills
- Proven experience managing multiple projects and delivering expectations, both internally and with clients
- Proven success at working collaboratively with sales and internal colleagues, as well as external partners, to solve technical and/or support solution renewal/add on scenarios.
- High aptitude to stay current and train on related technology areas such as Server, Storage, Networking, Collaboration, Security, Cloud Compute, Connectivity
- Customer oriented with ability to listen to and anticipate needs of the customer
- Excellent time management skills and an organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines
- Action oriented with strong executional skills
- Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers.
Benefits:
- 401k plans
- Medical insurance
- Free therapy visits
- Mental health coaching and tools
- Meditation resources
- Generous paid time off including Wellness and Volunteer Time Off days
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