Regional Alliances & Channel Sales Manager
About Us:
LogicMonitor is the leading SaaS-based performance monitoring platform for modern IT.
We are a company of fun-loving, hard-working achievers. We love going to work and think you should too. We hold our company culture near and dear — we are customer-obsessed, work as one team, and strive to be better every day. These are our core values. So it's no surprise that we work hard and genuinely have fun working with each other to achieve great things together.
Our Austin team works in two offices in downtown Austin. Both enjoy panoramic city views and an open floor plan with breakout rooms that encourage collaboration and innovation. When you join LogicMonitor, you will be working alongside some of the brightest minds in one of the fastest growing global software firms. We are looking for you to bring your expertise, drive, and passion. This is your chance to join us on our journey as we expand our global presence and achieve record-breaking success.
What You'll Do:
The Regional Alliances & Channel Sales Manager at LogicMonitor has the unique opportunity to help build a world class indirect sales program at the fastest growing company in the infrastructure monitoring market. LogicMonitor is well positioned in the monitoring market to serve IT teams managing hybrid cloud, cloud-native, on-premises and managed IT infrastructures. We partner with the leading players in technology including public cloud providers (AWS, GCP, Azure) and datacenter technology providers (Cisco, VMware, Citrix, etc.) to ensure best-in-class monitoring delivered through our industry leading SaaS platform. We are building an Alliances and Channel sales team to align with our direct selling efforts and support our partnership programs. This team will be focused on recruiting and enabling SIs, LARs and VARs to take our SaaS platform to market. This team will also be partnering with existing technology partners to create joint value propositions and go-to-market strategies.
Here's a closer look at the duties in this key role:
- First and foremost, become an expert on the value of LogicMonitor and the Monitoring, IT Operations Management and IT Service Management industries.
- Work cross-functionally with Sales/Marketing/Product and others to develop a regional plan to leverage alliances and channel partners
- Identify strong potential partners to add to LogicMonitor’s growing partnership network
- Actively network and call into those potential partners, pitch the value of partnering with LogicMonitor and pursue to close an official partnership via partnership contracts
- Document the processes for doing business with new partners to enable sellers
- Engage with partner sales leaders and partnership managers, enable partner sellers to deliver the LogicMonitor pitch, manage partner pipeline and top of funnel activities, pair partner sellers with LogicMonitor sellers, and facilitate closing deals through partners
- Build and maintain pipeline of business through partnership channels in order to exceed sales quotas
- Negotiate sound financial agreements which positively serve both LogicMonitor and the partner
- Conduct product demonstrations and present the value of LogicMonitor to potential partners and partner sellers
- Diligently record all sales activities in LogicMonitor’s Salesforce CRM and providing accurate sales forecasts to the business on a weekly basis
What You'll Need:
- Bachelors’ Degree (Business oriented or MBA a plus, but not required)
- Minimum 8 years of sales experience
- Experience working in channel resell programs
- Experience working with Public Cloud Providers (AWS, GCP, Azure)
- Experience with Salesforce CRM
- High energy self-starter with strong personal motivation to succeed and above average work ethic
- Strong presentation and persuasion skills
- Strong networking skills
- Proven ability to build and manage a sales territory
- Proven ability to build the skill set of a partner sales team
- Proven track record of consistent over-achievement of sales targets