Sales, Channel - Rockies VARs

Meter•Salt Lake City, UT

3d•$133,000 - $180,000

About The Position

Meter is at an inflection point. Our team has built a vertically integrated internet networking infrastructure solution across hardware, software, operations and service that makes it incredibly easy for businesses of all sizes to connect to the internet quickly and reliably. We’re on a mission to disrupt the networking industry, a space where the top 5 players have a combined valuation of over half a trillion dollars. Our vision is to evolve the internet into a utility. Now that our product team has done the hard work of building a truly disruptive product, it is time for sales to drive the company forward, and partners will be one of our biggest force multipliers in our go-to-market strategy. We’ve already seen early signs that the Channel is going to be one of our biggest levers for growth, establishing relationships with names you’ll recognize like CDW, World Wide Technology, Microsoft and more. The work in building the Channel is far from done. We are looking for someone who will accelerate the growth of Meter’s sales through the Channel in the Rockies region, by building, executing and scaling the partner ecosystem, specifically within the realm of Value-Added Resellers, or VARs. What success looks like Within your first 6 months, you will: Create a business plan that enables Meter to scale effectively through partners in the Rockies region. Develop an enablement strategy to attract, develop and grow relationships with targeted partners that can bring outsized value to Meter. Drive deal registrations and closed won revenue within our named partners. Build, own and scale a partner enablement program for named partners. What your day-to-day will look like From day one, you will own the Channel business through our VARs and partners in the Rockies region. Your days will consist of: Diligently hunting down and onboarding new VARs and partners in the region. Meeting virtually and in-person with key existing VAR contacts, both channel reps and regional leadership, to strengthen relationships and uncover deal opportunities. Identify target verticals and accounts where partners already have existing relationships and influence. Actively track and drive deal registrations through to closed-won revenue alongside Meter’s direct Sales team. Align with Meter’s internal Sales, Product and Marketing teams to ensure regional channel strategy is in line with company-wide priorities. Monitor and analyze partner pipeline metrics, identifying bottlenecks or high-leverage activities. Delivering ongoing training and enablement to partners, making sure they’re up to date on Meter’s offerings, roadmap and competitive positioning. Hitting the road to get in front of customers and partners in person for training sessions, lunch-and-learns and technical overviews Representing Meter at partner events, trade shows and joint customer meetings, as well as organizing and hosting our own Meter-sponsored events to deepen engagement and generate pipeline. Forecasting channel-driven revenue and reporting on progress against targets with Meter’s Sales leadership.

Requirements

You have a growth mindset and think BIG - you know how to leverage the Channel, but can envision an even better future state and help us get there by acquiring new partnerships, while still managing existing ones.
You’ve got extensive experience working with Channel Partners, Value-Added Resellers (VARs) & MSPs, and have meaningful existing relationships with partners in the Rockies market, particularly in the Denver and Salt Lake City metro areas.
You have a track record of driving positive results, like pipeline, deal registrations and closed won revenue through partners that has allowed you and the sales teams you’ve supported to overachieve on their OTEs.
You’ve engaged with partners at both the individual contributor and leadership levels.
You’ve got past experience as a successful Mid-Market or Enterprise seller.
You can present confidently to any and all stakeholders both virtually and in-person.
You’re comfortable with 50%+ travel to get in front of partners and customers directly and through events to increase Meter’s brand awareness and generate pipeline.
You're based in the Rockies, ideally in a major metropolitan area like Denver or Salt Lake City, and live close to a major airport.

Nice To Haves

Ideally, this experience has been in the technology or internet infrastructure industry.

Responsibilities

Diligently hunting down and onboarding new VARs and partners in the region.
Meeting virtually and in-person with key existing VAR contacts, both channel reps and regional leadership, to strengthen relationships and uncover deal opportunities.
Identify target verticals and accounts where partners already have existing relationships and influence.
Actively track and drive deal registrations through to closed-won revenue alongside Meter’s direct Sales team.
Align with Meter’s internal Sales, Product and Marketing teams to ensure regional channel strategy is in line with company-wide priorities.
Monitor and analyze partner pipeline metrics, identifying bottlenecks or high-leverage activities.
Delivering ongoing training and enablement to partners, making sure they’re up to date on Meter’s offerings, roadmap and competitive positioning.
Hitting the road to get in front of customers and partners in person for training sessions, lunch-and-learns and technical overviews
Representing Meter at partner events, trade shows and joint customer meetings, as well as organizing and hosting our own Meter-sponsored events to deepen engagement and generate pipeline.
Forecasting channel-driven revenue and reporting on progress against targets with Meter’s Sales leadership.