Reports To:
Dir. of Channel Sales
Job Description:
PanTerra Channel Sales Managers work with new and existing Partners to drive sales pipeline growth, demonstrate PanTerra solutions, and ultimately close new business. Channel Managers train Partners on PanTerra products as well as processes to maximize the business relationship. PanTerra CMs also serve as an advocate to their Partners to help facilitate projects and resolve roadblocks.
Responsibilities:
The Regional Channel Manager must be able to mine territories to sell unified cloud services to Mid-Market Enterprises (MME).
Key responsibilities include:
- Develop and expand relationships with regional staff of Master Agents and National Partners, Regional Partners, and sales agents of various types
- Identify industry events to utilize for recruiting efforts in region
- Participation in events such as trade shows and partner trainings
- Recruit new and productive channel partners
- Create and drive business plans with new master agents and national partners to identify and qualify mutually rewarding sales activities, strategies, and business opportunities
- Ensure agents are educated and fully knowledgeable of PanTerra products, processes, and procedures
- Generate new business opportunities through external sales agents
- Lead solution development efforts that best address agent and agent customer's needs
- Attend sales calls with sales agents to present and assist in closing opportunities with end-users
- Evaluate partner performance in the region and aid partners that are under-performing
- Serve as internal channel advocate to ensure partner and customer satisfaction
- Accurately manage a sales pipeline and forecast
- Travel: approximately 30%
Requirements:
- A minimum of three years working with master agents and regional partners
- Demonstrated track record of recruiting, training, coaching, motivating, growing, and retaining a successful group of channel partners
- Understanding of partner's business model and how PanTerra can enhance their value proposition
- Experience selling Unified Communications as a Service (UCaaS), SaaS, and Cloud Contact Center Solutions
- Experience in reviewing and analyzing partner requirements with the ability to develop and convey effective business solutions through a consultative sales approach
- Experience with collaborative, solution-oriented, consultative selling
- A high level of creativity and marketplace awareness
- Ability to adapt to changes in roles and responsibilities
- High-energy, motivated self-starter
- Excellent organizational and time management skills
- Excellent presentation skills
- Excellent verbal and written communication skills
Compensation:
Competitive with startups including base salary, variable commission plan, equity and health benefits.
Reports To:
Dir. of Sales Engineering
Job Description:
PanTerra Sales Engineer works with PanTerra Sales representatives to help drive sales pipeline growth, demonstrate PanTerra solutions, and ultimately close new business. Sales Engineers will also assist in training Partners on PanTerra products. PanTerra SEs also serve as a technical resource to PanTerra Sales Representatives and Partners to help facilitate projects and resolve roadblocks.
Responsibilities:
The Sales Engineers must be technically proficient in unified cloud services and LAN/WAN networking environments.
Key responsibilities include:
- Supporting Sales Representatives during a potential sales opportunity
- Providing technical assistance and support for customer demos or proof of concept trails
- Participation in events such as trade shows and partner trainings
- Evaluate customer networking environments for suitability of cloud communications including security, QoS and scalability issues
- Ensure agents are educated and fully knowledgeable of PanTerra products, processes, and procedures
- Generate new business opportunities through external sales agents
- Lead solution development efforts that best address agent and agent customer's needs
- Attend sales calls with sales agents to present and assist in closing opportunities with end-users
- Travel: approximately 30%
Requirements:
- A minimum of three years working as an SE in the cloud communications services field
- Demonstrated track record of being a technical resource for cloud communications Sales Representatives
- Understand cloud communications, cloud security, and cloud networking technical environments
- Experience in reviewing and analyzing customer requirements with the ability to develop and convey effective technical solutions
- Experience with collaborative, solution-oriented, consultative technical support
- A high level of technical creativity and cloud awareness
- Ability to adapt to changes in roles and responsibilities
- High-energy, motivated self-starter
- Excellent organizational and time management skills
- Excellent presentation skills
- Excellent verbal and written communication skills
Compensation:
Competitive with startups including base salary, variable commission plan, equity and health benefits.
