Sr Channel Partner Services Specialist

· Advises on pricing programs and manages deal registration.

· Serves as subject matter expert to Account Managers on XaaS solutions.

· 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.

· 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 equivelent experience (6-8 years)

Certifications, Licenses or Registrations required, if any: