Responsible for managing partnerships, driving revenue, and achieving sales quotas while nurturing relationships and identifying growth opportunities. Will execute sales plans and collaborate cross-functionally to meet company goals.
Who We Are:
Bandwidth, a prior “Best of EC” award winner, is a global software company that helps enterprises deliver exceptional experiences through voice, messaging, and emergency services. Reaching 65+ countries and over 90 percent of the global economy, we're the only provider offering an owned communications cloud that delivers advanced automation, AI integrations, global reach, and premium human support. Bandwidth is trusted for mission-critical communications by the Global 2000, hyperscalers, and SaaS builders!
At Bandwidth, your music matters when you are part of the BAND. We celebrate differences and encourage BANDmates to be their authentic selves. #jointheband
What We Are Looking For:
This position is responsible for the revenue attainment (sales), coordination, and management of BAND’s Channels and Alliances Partners and relationships. The company will determine a set of specific strategic partnerships, in conjunction with the business, to build, nurture, and grow market share, that contributes to the company revenue goals, profit, and overall solution positioning for its clients. Partnerships will require frequent checkpoints to ensure product compatibility, vision, “fit”, and overall value contribution toward the company strategic vision. Emphasis will be on growing business market share and revenue generated from each partnership in support of achieving the company’s annual goals (quota) within a given timeframe.
This position is responsible for the revenue attainment (sales), coordination, and management of BAND’s Channels and Alliances Partners and relationships. The company will determine a set of specific strategic partnerships, in conjunction with the business, to build, nurture, and grow market share, that contributes to the company revenue goals, profit, and overall solution positioning for its clients. Partnerships will require frequent checkpoints to ensure product compatibility, vision, “fit”, and overall value contribution toward the company strategic vision. Emphasis will be on growing business market share and revenue generated from each partnership in support of achieving the company’s annual goals (quota) within a given timeframe.
What You'll Do:
- Execute tactical and strategic consultative sales account plans for existing and new Partnerships in order to achieve the revenue targets as directed by the Business. This includes the handling of queries effectively, dealing with objections, and following through during the overall sales process.
- Serve as the primary account owner for assigned strategic partnerships
- Drive revenue generation and development of strategic partnerships
- Achieve assigned quota for new revenue growth within assigned Partner accounts
- Establish and maintain a high level of positive and effective relationships with key partnerships and others to enhance sales opportunities and industry “reach” for new and existing business development opportunities and major key accounts within the assigned portfolio.
- Build and maintain strong Partner relationships with multiple contacts at each account, use matrix selling to connect decision makers and c-level executives to relative roles within Bandwidth
- Develop and manage a robust pipeline of Partner opportunities during any given quarter and manage them through the entire initial sales cycle to completion using the company CRM and company defined forecasting methodology.
- Identify new opportunities to up-sell additional Bandwidth products to companies leveraging our services
- Presents, demonstrates, and represents Partner and BAND Products, combined to create a Solution Offering in group meetings to prospective client’s senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, return-on-investment (ROI) studies, etc.
- Identify new opportunities to up-sell additional Bandwidth products to companies leveraging our services
- Maintain up to date and accurate sales records, expense plans, budgets and related databases. Supports with RFP/RFI requests, if and when necessary in a timely and professional manner to facilitate success.
- Mitigate risk and maintain up to date contracts
- Provide precise forecasting, value and close dates, with knowing all of any associated risk
- Work cross-functionally with internal groups, leveraging resources for assigned accounts
- Maintain constant awareness of prospective new Partner opportunities across the UCaaS and CCaaS solution stack & market segments, competitor activities, and problems within assigned portfolio base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
- Develop a deep understanding of each customer’s business and the market they serve
- Travel, and meet as necessary to maintain a presence with partners, enhance relationship opportunities, attend trade shows, user group events, etc. on a consistent timetable or schedule.
What You Need:
- Bachelor’s degree or equivalent
- Candidates should have a minimum of 4+ years in Sales with understanding of Channel ecosystem including ISV, OEM, BP Partnerships operating in a fast-paced, technology environment, responsible for a quota or MBO incentive system.
- A proven track record of sales accomplishments and/or above quota achievement
- Deep working knowledge of the Telecom Industry Go-to-Market via Channel and Alliance Partners to unlock direct to Enterprise Sales
- Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen.
- Strong presentation skills with the capability of interacting with senior management levels of Partners such as CEO, COO, CFO, CTO/CIO, and VP of Procurement, VP of Distribution, VP of Operations, etc.
Bonus Points:
- A strong understanding and Channels and sales motions within the Channel ecosystem, Partnership including but not limited to (GSIs, SIs, MSPs)
- Should have a demonstrated history displaying an in-depth knowledge of sales, account and relationship management techniques.
At Bandwidth, we’re pretty proud of our corporate culture, which is rooted in our “Whole Person Promise.” We promise all employees that they can have meaningful work AND a full life, and we provide a work environment geared toward enriching your body, mind, and spirit. How do we do that? Well…
- Work laptop & mobile phone with a competitive subscription plan, and an internet allowance to support the costs of the Internet at home.
- We contribute 8% of your monthly gross salary into your private pension.
- Income protection plan to ensure you’ll receive a regular income if you are unable to work due to illness or injury.
- Life insurance providing financial support to your loved ones in the event of your unexpected passing.
- Health insurance, with extensive coverage, a simple claim process and the possibility to cover your life partner and children.
- Extensive Employee Assistance Programme, offering 24/7 counseling and support on all areas of life (personal and professional).
- Unlimited, free and anonymous consultations with our dedicated therapist.
- Childcare support
- Cycle to work scheme
- 24 days annual leave per year and 1 additional day every 3 years.
- Time-Off Embargo. When you take time off (of any kind!) you’re embargoed from working. Bandmates and managers are not allowed to interrupt your time-off - not even with email.
- Additional time-off can be earned throughout the year through volunteer hours and Bandwidth challenges.
- “Mahalo moments” program grants additional time off for life’s most important moments like graduations, buying a first home, getting married, wedding anniversaries (every five years), and the birth of a grandchild.
- 90-Minute Workout Lunches, contribution to your monthly fitness subscription and unlimited virtual meetings with our very own nutritionist.
Are you excited about the position and its responsibilities, but not sure if you’re 100% qualified? Do you feel you can work to help us crush the mission? If you answered ‘yes’ to both of these questions, we encourage you to apply! You won’t want to miss the opportunity to be a part of the BAND.
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