Mid-Market Carrier Channel Account Specialist
About The Position
The Mid-Market Carrier Channel Account Specialist increases awareness and positions the client’s products with key national and regional carriers. The role builds relationships with channel partners, maintains front-of-mind brand awareness, and presents technical solutions to decision makers, sales professionals, and technical experts to help increase product sales. The position is hybrid and covers California and the surrounding territory, with 50% travel within the assigned territory or market. The specialist develops a thorough understanding of the client’s value proposition and communicates it to carrier account managers, leaders, and customers. The role supports carrier sales teams through education, training, frontline sales assistance, opportunity development, and joint business planning. It also manages assigned carrier relationships and market activity, maintains Salesforce records and pipeline reporting, and provides forecasts and recommendations.
Requirements
- Degree or equivalent work experience.
- Solid experience selling or educating others about a technical product or solution.
- Experience in one or more of the following segments: Mid-Market, Enterprise, or SMB.
- Engaging presentation and training skills, including the ability to capture audience attention and mindshare.
- Excellent sales skills, ability to use a variety of sales techniques, and demonstrated ability to achieve quota.
- Experience in an IT or channel sales environment.
- Knowledge of mid-market business networking technology.
- Comfort with technology and an interest in innovative and emerging technology.
- Excellent verbal and written communication skills.
- Strong interpersonal skills and ability to build influential relationships.
- Strong time-management and organizational skills, including the ability to multitask and manage priorities effectively.
- Proficiency with Google Workspace tools, software, and products.
- Ability to travel 50% within the assigned territory or market.
Responsibilities
- Develop a solid understanding of the client’s value proposition and communicate it in writing and verbally to carrier account managers, leaders, and customers.
- Engage stakeholders, generate interest in products and solutions, qualify or disqualify opportunities, and apply value propositions to business scenarios and different buyers.
- Align with all layers of the carrier organization to drive demand and new business opportunities.
- Prioritize contacts and maintain coordinated outreach through email, phone, and face-to-face meetings.
- Record activity in Salesforce CRM and report on meetings, business development, support, forecasting, pipeline velocity, and market or segment intelligence.
- Serve as the daily point of contact for assigned carriers, build day-to-day relationships, and consistently articulate the Google Pixel for Business proposition.
- Develop and maintain influential relationships with carrier contacts such as sales managers, directors, and account managers.
- Educate carriers, answer presales product questions, and provide regular training.
- Schedule and conduct carrier meetings and maintain an appointment calendar.
- Provide frontline sales support by answering questions, supporting customer sales calls, resolving concerns, and overcoming business objections.
- Generate and maintain an opportunity and revenue pipeline, and help carrier sales teams uncover opportunities and close deals.
- Follow up on quotes and opportunities, provide pricing, and support joint business planning.
- Develop and organize training content and educate carrier representatives on products, programs, promotions, and Google Pixel’s value proposition.
- Conduct branded carrier floor days, promotions, lunch-and-learns, and other events as required.
- Collect and report relevant business intelligence and submit timely reports on business status.
- Maintain effective communication with management.
- Take ownership of the assigned market and drive results with limited direction.
- Gather sales forecasts and projections and provide thoughtful recommendations.
Benefits
- Structured learning and career development programs.
- Mental health program.
- Generous paid time off policy.
- Paid medical leave.
- Child/dependent care reimbursement.
- Education reimbursement.
- 401(k) match.
- Hardship loan program.
- Access to a financial wellness advisor.
- Comprehensive healthcare coverage, including medical, dental, and vision.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
