Channel Acquisition Manager

1 month ago

Austin, Texas, United States LightEdge Solutions Full time

Connectria, a LightEdge company and an AWS Premier Tier Partner, is a leading provider of cloud migration, hosting, managed services, and consulting services with a commitment to innovation and teamwork. Our deep understanding and experience with both IBM Power Systems and hyperscale cloud providers places us in a unique position to deliver on the promise of digital transformation as we lead the modernization journey of customers around the world. In 2024, Connectria was acquired by LightEdge who, for nearly three decades, has been the leader in compliant cloud and colocation services. The combined organization boasts a security and compliance practice second to none for public, private and hybrid cloud and is focused on delivering businesses outcomes that streamline operations, improve reliability, and reduce costs.

Position Summary

LightEdge is an enterprise-grade public and private cloud services and colocation company focused on the needs of businesses and their critical IT requirements. If you want to take your skills to the next level by joining an industry leader, this is an excellent opportunity for you

We are looking for a dynamic CAM to work with existing relationships within the Channel Ecosystem of Technology Solution Distributors (TSDs), such as Telarus, Upstack, and AppSmart. The ideal candidate will have significant experience generating new business through alliances and channel partners, while also growing technical practices within each partner via education and regular communication.

Reporting to the National Channel Director, success will be accomplished by establishing professional working relationships and collaborating with the assigned TSD and Technology Advisors, as well as our Professional Services, Marketing, and Support teams. Your mission will be to drive new opportunities and revenue by helping our partners develop a core understanding of LightEdge's value proposition, and how to position our products to solve the unique business needs of our partners' customers and prospects.

Responsibilities:

  • Working with partners and channel managers to identify new Technology Advisors and customers who match LightEdge's strategic product set.
  • Ensuring all partner organizations are kept up to date on product evolutions, updates, and features through regular training sessions, events, and cadence meetings.
  • Generating pipeline revenue by driving joint go-to-market (GTM) activity with channel partner leadership, channel partner sales executives, and our internal sales organization.
  • Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with LightEdge's vision.
  • Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation.
  • Sharing analytics with executive and technical champions and driving further demand for LightEdge's solutions through regular cadence sessions.
  • Driving the development of technical pre-sales and post-sales practices within identified key partners.
  • Establishing and implementing selection processes, criteria, and controls for selection, management, and performance of alliance and channel partners, including regular reviews of contractual obligations with partners and compliance with LightEdge's policies, procedures, and ethical standards.
  • Overseeing and participating in regional QBRs (Quarterly Business Reviews) for the sales team.
  • Ensuring organizational, operational, staffing, financial, quality, and customer satisfaction targets are consistently met or exceeded by partners. This includes monitoring partner contractual obligations at regular intervals.

Requirements:

  • 5+ years of Channel sales experience required.
  • Experience working in the TSD eco-system required.
  • Demonstrated success leveraging third-party companies to achieve quota.
  • Solution-selling experience (vs. product-centric sales).
  • Superb organizational skills and a demonstrated history of outlining and establishing sales strategies.
  • Superior written and verbal communication skills.
  • Must be willing to travel throughout the U.S., including attendance at all business reviews, meetings, and events.
  • Existing relationships with TSDs, national VARs, distributors, MSPs, and SaaS providers are optimal.
  • Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner.
  • Experience working in Salesforce.
  • Proficiency with Microsoft 365.

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