Sr. Channel Account Executive - Hyperscalers

Versa Networks • Santa Clara, CA

2d • $300,000 - $350,000

About The Position

We are seeking an experienced Senior Channel Account Executive who can expand our relationships and partner ecosystems with Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and Oracle Cloud Infrastructure (OCI) (“Cloud Providers”). As the primary Cloud Providers lead, this role involves strategic business planning, sales & technical enablement, and driving success with the Cloud Providers with Versa’s solutions to generate revenue growth.

Requirements

• 10+ years of Channel Sales experience in a high tech domain, with 5+ years of experience of the Cloud Providers’ evolving structures and business models.
• The ideal candidate would reside on the US West Coast with a preference for the Bay Area or Seattle.
• A highly motivated hunter with strong existing Cloud Provider relationships.
• A willingness to travel extensively is required.
• Solid understanding of Networking, Security, Cloud, SaaS solutions and technology trends, including a solid understanding of SASE, SSE and SD-WAN.
• Experience and understanding of the Cloud Providers’ various market-places, including product on-boarding and related go-to-market initiatives.
• Excellent verbal, written communication and presentation skills; ability to effectively present and influence key stakeholders.
• Ability to learn new technologies quickly.
• This is initially an individual contributor role that will develop to be a team-leader role based on growth and successes, therefore experience creating focused, collaborative, results-driven teams will be required in the future.
• Proven, consistent over achievement of channel development sales required.
• Proven track record of demonstrated success in achieving sales targets and driving revenue growth through the Cloud Providers.

Responsibilities

• Coordinate with the Cloud Providers, the Versa Executive Leadership, and the Versa Sales Team to develop a go-to market strategy, create and execute business plans to meet sales targets for each Cloud Provider.
• Analyze market trends and competitors. Accordingly, develop plans with each Cloud Provider to increase brand awareness and increased revenue outcomes.
• Responsible for the identifying, recruiting, on-boarding and/or nurturing high potential strategic opportunities in the Cloud Providers, ensuring alignment with Versa’s sales strategy.
• Must have a deep understanding of each Cloud Providers’ business and how Versa can be part of their strategic goals.
• Responsible for developing and maintaining strategic relationship at Sales, Technical and Executive levels with the Cloud Providers to build Versa value and ensure revenue goals are achieved.
• Evaluate the Cloud Providers sales performance and recommend strategies for growth.
• Communicate up-to-date information about new products, training and events to the Cloud Providers.
• Strong interpersonal and relationship-building skills with a proven ability to work effectively with diverse teams and stakeholders.
• Train or enable the Cloud Providers on Versa’s products, sales tools, and competitive positioning to enhance their effectiveness.
• As required, ensure the Cloud Providers are meeting the requirements and certifications of the Versa ACE channel partner program, and ensure the Cloud Providers’ sales and SE’s are certified on the Versa portfolio.
• Conduct marketing events and campaigns to drive net new pipeline, conduct prospecting events, participate in the Cloud Providers relevant seminars & tradeshows.
• Manage opportunities with the Cloud Providers through the various sales stages to achieve quota.
• Work with the Versa Marketing Team to drive marketing sales campaigns and programs with the Cloud Providers while also ensuring that all Opportunity Registrations and ROI are associated with these campaigns and programs.
• Track deal registrations, monitor sales performance, and drive revenue impact through partner-led opportunities.
• Present quarterly business reviews (QBRs) to Sales and Executive Leadership team review to share progress against territory/account plans and overall company objectives.

Benefits

• Competitive Salary & Incentives: We offer a competitive compensation package with and pre-IPO equity to reward your hard work and dedication.
• Health & Wellness: Comprehensive medical, dental, and vision insurance plans to ensure you and your family stay healthy and covered.
• Paid Time Off (PTO): Enjoy a generous PTO policy that includes vacation days, sick leave, and paid holidays to recharge and take care of personal matters.
• Flexible Work Environment: We understand the importance of work-life balance. Enjoy the flexibility of remote work, and hybrid option to create the work schedule that works best for you.
• Professional Development: We believe in continuous learning. Access to training, certifications, and educational resources to help you grow in your career and stay ahead of industry trends.
• Employee Recognition: We celebrate achievements both big and small, with regular recognition programs and awards that highlight your contributions to our collective success.
• Collaborative Culture: Be part of a dynamic, inclusive, and supportive team where innovation and collaboration are at the heart of everything we do.
• Parental Leave: Generous parental leave policies to support you during life's important moments.

What This Job Offers

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