What success looks likeYour goal is closed-won revenue sourced through Canadian partners. Within your first six months, you will:
- Reactivate your existing partner relationships in your first few weeks and start evangelizing Meter to resellers, MSPs, TSDs, and their sellers
- Build and run a business plan for scaling Meter through partners across Canada
- Recruit and activate a core group of partners that can bring outsized value, and get them registering deals
- Drive deal registrations through to closed-won revenue with our Enterprise and Majors reps, earning their trust as an embedded member of the team
- Stand up a repeatable enablement program so partner sellers can pitch Meter without you in the room
- Learn networking fundamentals (routing, switching, Wi-Fi, and security) well enough to explain to any partner why Meter is the best fit for their customers
Over time, you'll have the opportunity to own our most important Canadian partner relationships and help build the regional team around them.
What your day-to-day will look likeFrom day one, you own the Channel business in Canada. A typical week includes:
- Hunting down and onboarding new VARs, MSPs, distributors, and TSD-affiliated advisors
- Meeting with partner sellers and regional leadership, virtually and in person, to strengthen relationships and uncover opportunities
- Mapping accounts with partners to find the verticals and customers where they already have influence
- Quarterbacking partner-led deals with Meter AEs, solutions engineers, marketing, and operations, and clearing blockers during quoting, contracting, and deployment
- Training partners on our offering, roadmap, and competitive positioning through lunch-and-learns, QBRs, and technical overviews
- Working with our Partner Marketing and Partner Enablement teams on incentives, MDF, SPIFFs, summits, and webinars
- Representing Meter at partner events, trade shows, and joint customer meetings, and hosting our own events to generate pipeline
- Tracking partner pipeline metrics, forecasting channel revenue, and reporting progress to Sales leadership
Partners route deals to vendors they trust, and that trust gets built face to face. Expect to spend much of your time in partner offices and at customer sites across the country.
Who you are- You've consistently overachieved on partner-sourced revenue targets, and your promotions and rankings show it.
- You've built net-new partner business through resale partners (VARs, MSPs, and distributors), referral partners (TSDs and trusted advisors), or both. You know how to land a vendor in a partner's compensation plan through deal registration, MDF, SPIFFs, rebates, and program tiers.
- You have deep, durable relationships across Canada's partner community. You can name the account executives, solutions architects, practice leads, and branch managers you'd call on day one.
- You've sold networking or networking-adjacent infrastructure through the Channel, such as routing, switching, wireless, SD-WAN, SASE, or security. Experience at a challenger brand that had to win against an entrenched leader is a plus.
- You've co-sold six- and seven-figure deals into complex enterprise organizations alongside AEs and partner sellers, and you care more about the team's win than who gets credit.
- You're a strong presenter who can win over partner sellers, a partner's leadership team, and a joint customer, sometimes all in the same day. Your communication is clear, concise, and responsive.
- You succeed in spite of your environment, not because of it. You've built a partner territory from scratch, ideally at a high-growth startup, and you create repeatable playbooks instead of waiting for programs to be handed to you.
- You have a bias for revenue-generating action. You're good at building relationships, and better at getting deals registered and across the line.
- You're based in Canada, ideally Toronto, and comfortable with 50%+ travel.
