Manage and grow relationships with Technology Solution Distributors (TSDs) and their Technology Advisors to drive pipeline and revenue. Provide partner training, influence go-to-market strategy, develop technical pre- and post-sales practices, run cadence reviews and QBRs, and ensure partner performance and compliance. Collaborate with internal teams (Professional Services, Marketing, Support) to position LightEdge solutions and expand partner-led sales.
LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.
If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.
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.
- 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.
Additionally, this role has direct responsibility for:
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.
With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.
LightEdge Solutions Austin, Texas, USA Office
2916 Montopolis Drive, Austin, TX, United States, 78741
Similar Jobs
Artificial Intelligence • Cloud • Information Technology • Machine Learning • Software • Big Data Analytics • Automation
Partner with commercial leadership to drive sales operations across NA and EMEA: manage territory and account assignments, optimize rep coverage, support forecasting, build scalable processes, maintain Salesforce dashboards, ensure data integrity across sales tools, run account and churn analyses, and document standard operating procedures to enable revenue growth and operational efficiency.
Top Skills:
ExcelGoogle SheetsSalesforceSQLTableau
Artificial Intelligence • Insurance • Machine Learning • Software • Analytics
Sell Gradient AI's SaaS underwriting and analytics solutions to health insurers. Build your own pipeline, lead consultative sales from prospecting to close, draft SOWs and pricing, demo ROI, negotiate, and exceed monthly and annual quota targets.
Cloud • Mobile • Software
Drive new-logo acquisition for corporate customers (up to $50k ARR) by managing prospects through complex, multi-threaded sales cycles. Hit quota, own territory with SDR partnerships, develop account-based strategies, lead demos, use sales tech stack, forecast accurately, coordinate with partners/VARs, and collaborate across Sales, Sales Engineering, and GTM teams to scale outbound messaging and close deals.
Top Skills:
ConfluenceCRMGongOutreachSalesforceSeismicZoominfo
What you need to know about the Austin Tech Scene
Austin has a diverse and thriving tech ecosystem thanks to home-grown companies like Dell and major campuses for IBM, AMD and Apple. The state’s flagship university, the University of Texas at Austin, is known for its engineering school, and the city is known for its annual South by Southwest tech and media conference. Austin’s tech scene spans many verticals, but it’s particularly known for hardware, including semiconductors, as well as AI, biotechnology and cloud computing. And its food and music scene, low taxes and favorable climate has made the city a destination for tech workers from across the country.
Key Facts About Austin Tech
- Number of Tech Workers: 180,500; 13.7% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Dell, IBM, AMD, Apple, Alphabet
- Key Industries: Artificial intelligence, hardware, cloud computing, software, healthtech
- Funding Landscape: $4.5 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Live Oak Ventures, Austin Ventures, Hinge Capital, Gigafund, KdT Ventures, Next Coast Ventures, Silverton Partners
- Research Centers and Universities: University of Texas, Southwestern University, Texas State University, Center for Complex Quantum Systems, Oden Institute for Computational Engineering and Sciences, Texas Advanced Computing Center
