LightEdge Solutions, Inc

Channel Account Manager (TSD's)

LightEdge Solutions, Inc • $80K — $120K *
Austin, TX 78745Hybrid
Technical Services
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years in Channel experience within the TSD ecosystem
  • Proven track record in leveraging partnerships to meet quotas
  • Experience in solution selling, not just product selling
  • Strong organizational skills with strategic sales planning
  • Excellent written and verbal communication abilities
  • Willingness to travel across the U.S. for business reviews and meetings
  • Established relationships with TSDs, VARs, distributors, MSPs, and SaaS providers

Responsibilities

  • Establish strong working relationships with TSDs and Technology Advisors
  • Identify potential Technology Advisors and customers for Lightedge
  • Provide regular training and updates on products to partner organizations
  • Drive revenue through joint go-to-market activities with channel partners
  • Develop competency in product and sales strategies for key regional/national partners
  • Foster executive-level confidence to generate sales buy-in
  • Engage in analytics sharing to boost demand for Lightedge solutions
  • Create and manage selection processes for channel partner performance

Benefits

  • Access to professional development training
  • Flexible work environment
  • Opportunities for regional and national travel
  • Participation in industry events and conferences
  • Collaboration with a supportive cross-functional team
Full Job Description
We are looking for a dynamic CAM to work with existing relationships within the Channel Ecosystem of Technology Solution Distributors (TSDs), such as Telarus, Avant and Bridgepointe. The ideal candidate will have significant experience generating new business through TSD Technology Advisors (TA's), while also growing technical practices within each partner via education and regular communication.

Responsibilities:

  • Reporting to the Sr. Director of Channel, success will be accomplished by establishing professional working relationships and collaborating with the assigned TSD and Technology Advisors, as well as our Professional Services, Marketing, and Support teams. Your mission will be to drive new opportunities and revenue by helping our partners develop a core understanding of Lightedge's value proposition, and how to position our products to solve the unique business needs of our partners' customers and prospects.

Additionally, this role has direct responsibility for:
  • Working with partners and channel managers to identify new Technology Advisors and customers who match Lightedge's strategic product set.
  • Ensuring all partner organizations are kept up to date on product evolutions, updates, and features through regular training sessions, events, and cadence meetings.
  • Generating pipeline revenue by driving joint go-to-market (GTM) activity with channel partner leadership, channel partner sales executives, and our internal sales organization.
  • Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with Lightedge's vision.
  • Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation.
  • Sharing analytics with executive and technical champions and driving further demand for Lightedge's solutions through regular cadence sessions.
  • Driving the development of technical pre-sales and post-sales practices within identified key partners.
  • Establishing and implementing selection processes, criteria, and controls for selection, management, and performance of channel partners, including regular reviews of contractual obligations with partners and compliance with Lightedge's policies, procedures, and ethical standards.
  • Overseeing and participating in regional QBRs (Quarterly Business Reviews) for the sales team.
  • Ensure partners meet performance, customer satisfaction, and business goals while maintaining compliance with contractual obligations.


Requirements:

  • 5+ years of Channel of experience working in the TSD eco-system required.
  • Demonstrated success leveraging third-party companies to achieve quota.
  • Solution-selling experience (vs. product-centric sales).
  • Superb organizational skills and a demonstrated history of outlining and establishing sales strategies.
  • Superior written and verbal communication skills.
  • Must be willing to travel throughout the U.S., including attendance at all business reviews, meetings, and events.
  • Existing relationships with TSDs, national VARs, distributors, MSPs, and SaaS providers are optimal.
  • Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner.
  • Experience working in Salesforce.
  • Proficiency with Microsoft 365.
  • Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future.

About LightEdge Solutions, Inc

LightEdge Solutions, Inc is an information technology services company that provides services such as cloud computing, colocation, and disaster recovery. The company was founded in 1996 and is headquartered in Des Moines, Iowa. LightEdge Solutions, Inc has data centers in several locations across the United States, including Iowa, Kansas, and Missouri. The company has worked with clients in various industries such as healthcare, finance, and government. LightEdge Solutions, Inc has won several awards for its work, including the Cloud Partner of the Year award from Microsoft.
Learn more about LightEdge Solutions, Inc
Size
200 employees
Industry
Information Technology
Founded
1996
5 Year Trend
+10%
Revenue
$50 million
* Ladders Estimates

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