Job description
Channel Partner Representative
Full-time Position
Full-time Position
50%+ travel required
Kaseya is the leading provider of complete IT infrastructure management solutions for Managed Service Providers (MSPs) and internal IT organizations worldwide. Kaseya’s best-in-breed technologies allow organizations to efficiently manage and secure IT to drive sustained business success. Kaseya has achieved sustained, strong double-digit growth over the past several years and is backed by Insight Venture Partners (www.insightpartners.com) and TPG (www.tpg.com), two of the leading global private equity firms investing in high-growth technology and software companies that drive transformative change in the industries they serve.
Founded in 2000, Kaseya currently serves customers in over 20 countries across a wide variety of industries and manages over 10 million endpoints worldwide. To learn more about our company and our award-winning solutions, go to www.Kaseya.com and for more information on Kaseya’s culture, please click here: Kaseya Culture.
Job Description
The Channel Partner Representative is responsible for aiding in identifying, developing, and expanding relationships with Value Added Resellers (VARs). Duties of a CSR may include training, mentoring, and motivating channel partners in the assigned territory; generating additional demand through partner events, calls, emails, etc.; studying the market for newer trends and reporting the same to management; monitoring partner output and revenue; making sure that channel partners sign proper contracts/agreements; managing channel conflicts; aid in training or mentoring trainee CSR and fostering relationships between channel partners and resellers. Excellent relationship building skills and prior channel experience are essential.
Essential Tasks, Duties and Responsibilities:
- Work with all members of your assigned Sales Region including Account Executives, Regional Directors, and Sales Development.
- Align partner plans with needs of business and requirements/ suggestions from Sales Region.
- Build positive working relationships with channel partners to maximize product sales within customer base.
- Manage existing partners and recruit new partners for sales growth.
- Coordinate with partners to identify key sales opportunities to generate revenue; account mapping.
- Provide product training to partners and inform them about complimentary services offered.
- Resolve partner related issues and sales conflicts in a timely fashion.
- Develop and review sales proposals with partners.
- Develop partner specific sales and marketing plans to increase marketing and selling efforts.
- Manage daily sales activities with partners to achieve revenue objectives.
- Assist in product placement and promotional activities to increase sales.
- Coordinate with partners to develop joint business plan to mutually agree with business objectives.
- Perform business reviews and recommend improvements.
- Manage sales activities and maintain sales records and reports.
- Travel to Regional VARs for onsite events and meetings OR host partners in office, approximately 4 times per month
- Ability to successfully present slides and UI demonstration within 30 days of hire date
Position Qualifications:
- Ability to work independently and be a self-starter while also being capable of working within a dynamic and highly distributed team environment.
- Understanding of the Channel sales process, growing deal registrations, incentive programs, and the ability to collaboratively communicate with your internal inside sales team at HQ.
- Excellent written and verbal communication skills.
- 2+ years related experience and skills pertaining to VAR Channel accounts, preferred. Existing relationships with VARs desired.
- Experience in Microsoft Office and Salesforce is a requirement.
- Experience in understanding IT related business problems and developing and proposing appropriate solutions.
- Successful track record in meeting and exceeding monthly, quarterly, and annual quotas.
- Ability to travel 50%+
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