Job Opportunity
Our organization is a leader in Intelligent NetOps, delivering a unified management lifecycle from provisioning to proactive troubleshooting and remediation. We strive to link foundational core services with a predictive understanding of network health and performance, enabling teams to improve change readiness.
We are recognized industry leaders, holding award-winning culture and recognitions, including the Great Place to Work certification and top workplace honors in our region across Technology, Today's Youth and Women, and Mental Health and Inclusion.
Position Overview
The Senior Sales Manager (PSM) is a strategic role responsible for driving incremental channel pipeline and closed-won bookings originated by assigned partners. We have a diverse channel that includes VARs, MSPs, distributors, technology and alliance partners.
As a key contributor, you will manage day-to-day channel growth and operations, working cross-functionally with direct sales teams in a fast-paced, high-growth environment to significantly impact the business.
Key Responsibilities
* Drive Partner Sourced New Logo (PSNL) sales through focused partners (resellers, MSPs). Collaborate with our sales team to lead the sales process and ensure co-sell support by partners.
* Grow qualified Deal Registrations by leveraging account mapping, enablement, and curated field marketing events with partners to deliver regional pipeline growth.
* Develop strong selling relationships and act as a trusted advisor with focused BlueCat partners, including forging strategic executive-level relationships.
* Work closely with internal teams to ensure partner growth and overall success.
* Enable assigned partners around product (sales and technical), best practices, and marketing.
* Build and implement growth plans and QBRs for focused partners.
* Provide insight to leadership into partner pipeline, deal registrations, and open opportunities.
* Collaborate with regional sales leaders, teams, and technical resources.
* Identify, recruit, and enable strategic partner targets (VARs, MSPs).
* Hit and surpass quarterly quotas and KPIs.
Requirements
You will report directly to the VP, Americas Channel.
Qualifications
* A minimum 5+ years of experience in a channel role within Enterprise software or technology networking/security is required.
* Prior experience in a two-tier reseller model is preferred.
* Prior experience working with Cisco Partners is preferred.
* You must be able to demonstrate proven forecasting skills and ability to exceed quota.
* You should possess excellent written and verbal communication skills.
* You must be able to multi-task, prioritize, and coordinate tasks to meet multiple deadlines.
* You should be skilled in pipeline development, territory planning, and strategic partner management.
* You must be able to work in a collaborative, cross-functional environment.
* Able-bodied travel expected in the assigned region.
* Experience in creative marketing activities that generate a large ROI through net new pipeline is desired.
* You must reside in the West Region of the US (AZ, NV, OR, WA, UT) and be within 1 hour of a major airport.