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Channel Business Development Manager - Cloud/SaaS

Company: Star2Star Communications
Location: Anaheim
Posted on: November 17, 2021

Job Description:

Channel Sales - Enterprise Service ProvidersAre you someone who is tenacious at cultivating and managing business partnerships at the enterprise level? Do you have a penchant for leading-edge technology solutions? Do you enjoy the thrill of the hunt and the adrenaline rush of closing the deal?Star2Star's value proposition is audaciously simple, our solution is highly scalable and our level of service reliability is unparalleled. Star2Star Communications offers the only global fully integrated communication and productivity SaaS platform in the market. We are looking for an experienced channel hunter to join our team as we grow our enterprise customer base and strategic channel partners to include Regional and National Systems integrators (SI) and Managed Service Providers (MSP). Specifically, we are looking for professionals with extensive Cloud and CPaaS experience.Reporting to EVP of Strategic Channels, this is a quota carrying position responsible for growing and managing Enterprise Channel "-- -book of business'. Focusing on hosted providers you will work directly with partners, prospects, and end-users to develop and execute your strategy to achieve and exceed annual quota. Working with the sales team your growth plan will include recruitment of new hosting providers partners such as MSPs and Communication Providers. This role can be located in any city with access to a major airport. This role will travel up to 50%.Your Role:Specialize in the breadth of Star2Star's solution portfolio, championing how Citrix Workspace can be monetized by hosting providers to drive ARPU growthAct as a trusted advisor to your Partners' business to develop and leverage partner "-- - Go to market' plans, sales proposals, and a "sell with"-- - closing strategyAchieve annual quota targets based on contract value and increased partner activityRecruit and onboard best of breed strategic channel partners to include MSP's and Communication ProvidersManage weekly and monthly forecasts against Monthly / Quarterly TCV targets using Star2Star CRM and forecasting tools having a keen eye on partner account planning and detailed opportunity managementResponsible for all aspects of the sale from pricing negotiations, contract development and quoting, partner product development, Go to Market planning, and service launchPipeline inclusive of driving, enabling, and supporting the launch of Star2Star based "-- -finished Goods and Services'Act as the strategic advisor and market leader; motivate, train and conduct appropriate events to drive mindshare with the Partner community around our product portfolioConsummate collaborator and team player amongst internal teams including Channel Sales, Inside Sales, Professional Services, Marketing, and Product DevelopmentYour Background:Successful track record of sales performance and over achievement of quota within this specific channelProven ability to drive and manage a channel "-- -Book of Business' while monetizing executive-level relationshipsAn entrepreneurial self-starter with a pragmatic streak who can build, drive, execute and deliver complex business solutions within the cloud computing and hosted marketsExpert at hunting and solution selling of complex large value TCV contracts of 3-5 years ($500k+ contract values) within the following environments: UCaaS, PaaS, CPaas, and Cloud solutions.Experience selling or managing relationships to other UC Service Providers including CLECs/ILECs is preferred, as well as C-Level executivesSeasoned professional in "-- -Value/Solution' selling of end user computing (eg Citrix Products) including the hosted applications, desktops, and how these can be monetizedManage and close complex deals directly and in conjunction with the channel partner involving multiple executive level stakeholders, while successfully overcome roadblocksProven ability to manage a detailed forecast while successfully delivering your Monthly/Quarterly commitmentsProven ability to navigate the RFP and decision-making process of larger Enterprise Channel OrganizationsStrong written, verbal, and presentation skills; you know your way around an RFP and a concise follow-up emailWhat We Offer:Extensive Benefit Options (Health, Vision, Dental, Long & Short term Disability) effective after a short waiting periodFlexible PTO plan & Company HolidaysSubsidized onsite healthy food choicesCulture Perks: Multiple Special Interest Groups, Activities Team, New Mom & Quiet Rooms, and Team Building EventsEntrepreneurial work environment partnered with high growth career opportunitiesStar2Star Communications is an Equal Opportunity/ Affirmative Action employer. We provide equal employment opportunities to all qualified employees and applicants for employment without regard to race, religion, sex, age, marital status, national origin, sexual orientation, citizenship status, veteran status, disability or any other legally protected status. We prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions, or any other condition of employment or career development.You must be authorized to work in the United States on a full-time basis for any employer. No agencies, Please.#IND

Keywords: Star2Star Communications, Anaheim , Channel Business Development Manager - Cloud/SaaS, Executive , Anaheim, California

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