Channel Development Manager Jobs in Shirley, MA (NOW HIRING)

IntroductionWith an eye for detail and a contagiously positive attitude, you’re the teammate everyone counts on to get the project buttoned up and across the finish line.

OverviewWhat We Do:
We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.
Who We Are:
Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.
Why You Should Join Us:
You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive. We value the importance of our employees’ emotional well-being. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and care time, but also Wellness and Volunteer Time Off days.
We are seeking a Senior Channel Partner Services Specialist. Bring your strong, proven experience and background in Xaas Solution Sales from a VAR or major Managed Service Provider and/or Cloud Solution provider to join this dynamic and successful team!
Strong base salary plus Quarterly MBO bonus and other $$ incentives!

Responsibilities

• Provides pre-sales through solution sales technical consulting and contracting utilizing the tools and engineering partners available, conducts assessments to understand client challenges and business objectives as it relates to XaaS solutions. Leads design in solutioning with Solution Architect and seller across assigned sales regions and presents technical solution configurations based on client needs and solution pricing while recommending applicable services as part of the overall client solution.
• Collaborates with partners and cross-functional teams to design technical solutions as needed.
• Advises and manages the pricing program offering with referral providers and manages deal registration and coordination of best-fit suppliers for co-sell motions.
• Serves as subject matter expert to Account Managers and the Technical Services org on XaaS referral subscription solutions and program.
• Engages Connection Technology Practices to ensure optimal results for the client based on the solution(s) selected.
• Develops and expands business opportunities by collaborating with Account Managers, Sales Leadership, and others as needed to identify XaaS solution opportunities and target accounts through proactive engagement.
• Leverages Company and external tools to identify strategic prospects for advanced technology solutions.
• Engages in customer and prospect calls to discover and qualify advanced technology opportunities within these accounts.
• Forecasts and manages pipeline to meet monthly recurring revenue (MRC) target.
• Ensures professional development to increase knowledge of XaaS solutions, applications and services, keeps abreast of trends and market conditions, and maintains and/or achieves certifications for professional development.
• Attends applicable industry and manufacturer training sessions to increase knowledge in respective practice area.
• Achieves vendor certifications through online or onsite training.
• Utilizes sales enablement strategies to educate selling organization on strategies and tactics to grow XaaS practice area in the assigned business segment(s) successfully.
• Leads co-creation and presentation of technical training.
• Coaches Account Managers on XaaS technologies and partner offerings.
• Supports XaaS and Connectivity marketplace partners in an effort to remain abreast of new technologies and offerings to incorporate into ongoing training and development materials.

Requirements

• Proficient use of Microsoft Office including Excel/PowerPoint, Microsoft Teams, and relevant internal business systems.
• IT aptitude with strong desire to continually learn and apply latest technologies.
• Advanced working knowledge of XaaS partner-specific technology.
• Advanced working knowledge of XaaS technologies and related product solutions.
• Adept at providing technical solutions based on customer needs per the practice area.
• Proven experience in technology/software partner and indirect channel management.
• Strong negotiation skills.
• Proven experience managing multiple projects and delivering expectations, both internally and with clients.
• Proven success at working collaboratively with sales and internal colleagues, as well as external partners, to solve technical and/or support solution renewal/add on scenarios.
• Account planning skills with experience in up-sell and cross-sell strategies joint selling monthly based XaaS services and solutions.
• High aptitude to stay current and train on related technology areas such as Server, Storage, Networking, Collaboration, Security, Cloud Compute, Connectivity.
• Customer oriented with ability to listen to and anticipate needs of the customer.
• Intuitive and logical with ability to solve a variety of problems in situations where only limited standardization exists.
• Articulate with ability to clearly explain and demonstrate the value proposition to the customer.
• Analytical with ability to assess the customer’s business systems requirements.
• Excellent time management skills and an organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines.
• Reasoning ability to define problems, collect data, establish facts, and draw valid conclusions and solution recommendations.
• Action oriented with strong executional skills.
• Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers.
• Self-motivated and results-driven.
• Bachelor's Degree in Marketing, Business, Computer Science, IT, or similar field or equivalent experience (6-8 years).
• Certifications, Licenses or Registrations required, if any: UCaaS/CCaaS, Connectivity, Colocation, Security, SDWAN & SASE.