Channel Account Manager

Sales Remote - United States

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Description

Position at Ookla

We’re Ookla, the company behind Speedtest, Downdetector, Ekahau, RootMetrics, and an ever-expanding suite of connectivity solutions. Our team is a group of people brought together through passion and inspired by possibility. We are looking for team members who enjoy solving complex problems, are motivated to challenge themselves, and are delighted with turning clever ideas into unique products.

We are looking for a Channel Account Manager to focus on the Ekahau product. Ekahau enables IT professionals to take control of their Wi-Fi, making it easier than ever before to proactively monitor, maintain, and optimize their networks. Organizations of every size—including the world’s biggest brands and events—use our software and hardware products for full Wi-Fi lifecycle management and the highest levels of performance and connectivity. Our award-winning design, site survey, and troubleshooting solutions create fast, reliable networks that businesses can trust for their mission-critical Wi-Fi needs.

In this role, you’ll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Ekahau’s indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
 
As a Channel Account Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Ekahau’s solutions, work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.

We are committed to providing you a flexible work environment where individuality, fun, and talent are all valued equally. If you consider yourself innovative, adept at collaboration, and you care deeply about the work you do, we want to talk!

Expectations for Success
 
  • High-energy National DMR/LAR Channel Account Manager to help manage and grow our channel business. 
  • Forecasting, pipeline generation and revenue growth strength
  • Work collaboratively with Ekahau sales teams to identify key opportunities, develop sales forecasts, and remove potential obstacles
  • Educate partner executives, LOB owners, and sales teams on Ekahau products, programs, promotions, pricing and sales campaigns
  • Develop and execute customer-facing and internal partner marketing activities
  • Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives
  • Regularly report on partner achievements and assigned metrics
  • Make recommendations regarding channel partner program tools, incentives, and go-to-market messaging
  • Educate partners on WiFi technology, partnership and solutions.
 
Requirements

We are looking for the right person, not the exact list of requirements. If you believe your life experience has prepared you for similar challenges, we’d like to hear from you.

  • 8+ years of channel management experience with National DMR/LAR reseller partners
  • Cisco, Aruba, Ruckus, Mist, Extreme or AP manufactures experience is beneficial 
  • Demonstrated channel sales success (President’s Club or similar recognition)
  • Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches
  • Ability to develop relationships and engage at all levels within partners (Sales to C-suite)
  • Fluency in Salesforce and other business software
  • Ability to work with minimal supervision, balance multiple priorities, achieve deadlines
  • Engaging personality, polished verbal and written communication skills and meticulous attention to detail
  • Must be willing to travel ~50%  
  • Background check is required

 Benefits

We care deeply about each other and the work we do, and our perks are just one way we demonstrate this. We offer a comprehensive benefits package, including (but not limited to):

  • 401(k) matching 
  • Unlimited PTO
  • Employee Stock Purchase Plan options 
  • Health/dental/vision insurance coverage 
  • Wellness benefits (Calm app, gym reimbursement, ERG groups, etc)
  • Employee Assistance Programs (EAP) (mental health, financial advice, legal guidance, and more)
  • Maven Fertility options 
  • Pregnancy support
  • Pet insurance
  • Enhanced parental leave
  • Disability coverage
You will have the best hardware, software, and tools available for you to do your work, and we provide excellent flexibility for working remotely as time and responsibilities allow. To promote your success and growth we offer educational opportunities, anti-racism and LGBTQIA+ resource libraries, team activities, and many more.

If you’re passionate about joining the work we’re doing, we welcome your application and encourage applicants with both traditional and non-traditional experience that makes them an excellent candidate for the role. We strongly believe diversity of all kinds makes us better. We are an equal opportunity employer actively working to build an inclusive workforce at all levels of the company. [Read our latest diversity report from our parent company here.] Ookla is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other characteristic protected by law.

We want to ensure candidates have everything they need throughout our application and hiring process. If you have any individual needs related to disability or accessibility, we encourage you to contact and let us know how we can best accommodate you.

As required by applicable Pay Transparency laws, Ookla provides a range for the base pay. Factors that may be used to determine your actual pay may include your specific job related knowledge, skills, experience, and geographic location. The base pay for this position ranges from $120,000 /year up to $160,000/year.

 

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