Key Metrics:

• Recruitment & onboarding of VARs, distributors, and key AWS/GCP partners.
• Business development plans with key partners.
• Drive pipeline generation activities with partners.
• Partner enablement and certification to support onboarding and adoption of customers.
• New logo acquisition and ARR growth driven by partners.
• Partner ecosystem KPIs: # of partners activated, % ARR generated by partners quarterly.

Responsibilities:

• Identify and proactively target a small set of key partners in your territory to become Jump Cloud partners through a mix of marketing programs (working with the channel marketing team) and direct outbound activities.
• Lead the qualification and signing of new partners from beginning to end.
• Activate new VAR and/or distributor partners for Jump Cloud and manage the overall partner relationship across all aspects (New Business, Customer/Partner Success, Sales & Technical Enablement, etc.).
• Collaborate with Marketing and other key stakeholders on programs and projects covering Partner/Channel Enablement as well as Pipeline Generation with partners.
• Take ownership and be accountable for the delivery of KPIs set in the Business Development Plan with partners.
• Build and maintain a strong pipeline of sales opportunities with partners; assist partners through the sales cycle as required, helping to close key transactions. Specifically:
• Work with VAR partners and the Jump Cloud Account Executive Sales team in an overlay capacity, where VAR partners are selling with the Jump Cloud Account Executive Teams to targeted ‘Digital/Cloud-Native’ accounts.
• Close new business opportunities and own the sales forecast with MSP and focused VAR partners selling into other SMB market segments (i.e., non-Digital/Cloud Native).
• Maintain relationships with the partner ecosystem and conduct regular business reviews/QBRs.
• Be the facilitator and go-to person for partners for other Jump Cloud teams and functions (Marketing, Support/Ops).
• Ensure that partners follow standard operational GTM/Sales processes.
• Maintain knowledge of market conditions and competitive activities.

Skills and Knowledge:

• Experience selling technology solutions to SMB and midmarket-focused SI/MSPs and/or Value-Added Resellers.
• Working closely with AWS and GCP marketplace partners
• Experience in generating 3x to 4x pipeline via partners quarterly.
• Experience following a defined sales process.
• Experience in selling technology solutions to Director and C-Level executives within midmarket-focused SI/MSPs and/or Value-Added Resellers who serve end customers with 250-5000 users.
• Strong interpersonal and presentation skills, with the ability to excel in a team-oriented environment.
• Ability to travel up to 25% of the time for speaking events and partner meetings.
• Experience using Salesforce.com for opportunity management and forecasting.
• Experience with SSO and MDM solutions is a plus.

Education and Experience:

• Minimum of 5 years of sales experience working in the channel, positioning Saa S products.
• UK Based history of employment
• BA or BS preferred.