Channel Sales Manager - US Central/West

• 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 

What you'll bring

Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role!

• 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 West Coast (US) or Central Region (US) with existing relationships at national, regional and/or born in the cloud partners
• Extensive experience & demonstrable track record in recruiting & developing channels in the Western 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 Channel First
• Ability to work flexible hours to suit business needs, where colleagues are dispersed globally

Nice to have:

• Direct sales experience

What we offer

Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers.

The base salary range for this position is: $116,400 - $150,000, with an expected overall targeted earnings (OTE) range of: $194,000 - $250,000. The salary range and OTE reflect the low and high end of the U.S. range Kentik reasonably and generally expects to pay the hired candidate in this role. The actual salary offered may be lower or higher than the stated range depending on various factors, including but not limited to:

• Experience with the skill sets required for success
• Demonstrated competencies and potential 
• A geographic market-based approach

In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include:

• 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

Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate.