Channel Sales Manager - East Region

Sales Remote Morrisville, North Carolina


Description

Position at Ekahau

We are seeking a dynamic Channel Sales Manager, East Region to lead sales through partners (VARS, SI’s, and Distributor) including recruitment, contract negotiations, partner enablement and go-to-market initiatives with Ekahau’s Channel Partners, (both existing and new) that will result in incremental revenue streams.

The Channel Sales Manager evangelizes Ekahau’s products, drives new sales, develops joint marketing initiatives with partners. S/he is also expected to develop highly productive re-seller partner relationships so that partners become self-sufficient in selling and marketing our products.

In this role you will work in close collaboration with the sales, marketing and sales engineer teams to deliver high impact business results.

We are looking for someone who has a positive attitude, highly motivated to learn and grow within the organization.  If you are an overachiever and want to contribute to a team that will truly appreciate your dedication and hard work, then consider a career at Ekahau. You can dramatically shape everything from our daily operations to our global presence.

Essential Job Functions:

  • Identify and recruit new reseller partners in assigned geography through market analysis and cross-leveraging channel ecosystems of key alliance partners including Cisco and HPE/Aruba.
  • Coordinate and conduct sales and technical training for partner onboarding.
  • Manage sales opportunities with all designated partners, provide accurate and updated sales funnel with current status.
  • Build and maintain quarterly business plans for top partner accounts.
  • Development of territory plan, including documenting recruiting strategy.
  • Provide timely and on-going deal support to help close new opportunities at identified resellers including price requests, resource coordination, and other partner management activities.
  • Drive marketing initiatives, go to market programs and demand gen activities that will result in new reseller sales opportunities.
  • Train inside & outside partner sales reps to drive mindshare and generate new business opportunities via lunch & learns and formal training sessions.
  • Accurately manage required metrics including weekly pipeline, forecast, # of demos, etc.
  • Proactively develop incentives that will increase Ekahau’s consideration rate within the partner's sales force.
  • Travel to partner's sales offices for training / mind-share / incremental business / business planning.
  • Interfacing on weekly team call for updates / feedback within the account.

Requirements:

  • Bachelors Degree required, MBA a plus.
  • Minimum 7 years of measurable, successful channel sales performance in similar job functions in the software or technology industry (Channel, Reseller, Distributor)
  • Previous experience meeting and exceeding a monthly/quarterly sales quota.
  • Understanding the principles of solution selling through partners.
  • Presentation skills for both small and large groups.  
  • Proven self-starter with a high degree of initiative
  • Travel to channel partner offices and events as required.


About Ekahau  
www.ekahau.com/

Ekahau is the innovation behind smart wireless network design.

We are the global leader in solutions for enterprise wireless network design and troubleshooting. More than 15,000 customers, including 30% of Fortune 500 companies, run their networks with Ekahau's Wi-Fi planning and measurement solutions.

Our software and hardware solutions design and manage superior wireless networks by minimizing network deployment time and ensuring sufficient wireless coverage across all industries, project sizes, building infrastructures and levels of complexity. We are recognized for delivering the easiest-to-use, most reliable solutions for Wi-Fi planning, site surveys, troubleshooting and optimization.

Whether a corporate office, hotel, hospital or university – if the Wi-Fi works well, it has likely been built using Ekahau's Wi-Fi Design solutions.


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