Channel Sales Manager - East

Kentik

4h • Remote

About The Position

Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks.
This is more than just a job - Kentik offers an opportunity to grow, so you will keep up with the trends in the industry. You’ll be collaborating with world-class engineers, network experts, and technology thought leaders to build the future of digital operations.

We are expanding our sales organization and are looking for a self-motivated Channel Sales Manager with a hunter mentality who can work in an extremely fast-paced revenue-driven environment to accelerate our goal to be Channel First towards our customers.
This is an individual contributor and quota-carrying position, reporting to the Director of Channel Sales, North America. The desired location for this role is on the East Coast (United States), focusing primarily on East regional partnerships. NYC metropolitan area is strongly preferred.
Together with your channel partners, you will identify & source sales opportunities that align with the ideal customer profile, accelerate new customer acquisitions, and meet all sales objectives and bookings targets in accordance with our growth expectations. If you are highly organized with an entrepreneurial mindset, this is a great opportunity and we want to talk to you!

Requirements

• 7+ years of sales experience in the networking, monitoring, security or cloud transformation fields working for a technology or SaaS vendor selling software to, through, and with Channel Partners to their end customers
• Geographically located on the East Coast (US) with existing relationships at national, regional and/or born in the cloud partners. NYC metropolitan area preferred
• Extensive experience & demonstrable track record in recruiting & developing channels in the Eastern US, resulting in demonstrable ARR and new-name customer acquisition with partners in the region
• Demonstrated track record of consistently exceeding quota selling to large accounts via partners, ideally in a SaaS-based vendor or partner
• Strong pipeline management skills and forecasting of territory performance
• Ability to position new technology, present to technical practitioners, sales teams, and C-level executives, and map strong product functionality to business value to partners and support them in their customer discussions
• Aptitude building channel partnerships around complex technical-led sales motions
• Experience working with a comprehensive tool stack including SFDC, Pendo, PRM, Mindtickle, Google G-Suite, Gong etc.
• Interested in new technology, technically curious, and has the desire to be a part of a dynamic and fast-paced startup
• Understand how to grow channel business with appropriate measurement & reporting
• Strategic thinking, and experience with the major marketplaces (AWS, Azure, GCP)
• Excellent communication skills, and a consultative approach to helping colleagues embrace a channel first strategy
• Ability to work flexible hours to suit business needs, where colleagues are dispersed globally
• Must be willing to travel (30%+) - the amount of travel may vary by company needs and quarter

Nice To Haves

• Existing relationships at partners such as SHI, AHEAD, WWT, Myriad360, Presidio, ePlus, or Trace3

Responsibilities

• Develop and execute a comprehensive territory strategy for new customer wins via new and existing partners to rapidly expand the pipeline, POV, and closed won ARR
• Support pricing discussions, advancement of pipeline, leading to accurate forecasting with the local sales & sales leadership team
• Develop long-term strategic relationships with new and existing enterprise channel partners & their enterprise customers, and work closely with CS, customers, and their channel partners to drive increased market adoption of Kentik’s solution
• Achieve QoQ growth in your territory
• Work collaboratively with the Account Executives, SE, and Marketing teams to build demand gen programs that generate net new pipeline with your partners in your territory
• Maintain up-to-date knowledge of competitors and industry trends
• Travel is a requirement and you must be able to travel domestically and internationally

Benefits

• 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
• Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
• Paid family & medical leave
• Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
• 401(k) retirement account
• Home office reimbursement
• Stock options

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed