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Channel Partner Manager - Americas

Esper

Esper

Bellevue, WA, USA
Posted on Tuesday, January 30, 2024
Esper is experiencing hyper growth! We’re the industry’s first DevOps SaaS platform designed to provide a simple, safe, and secure way for engineering and DevOps teams to release applications and manage smart Android devices. Our device infrastructure enables developer, mid-market orgs, and enterprise fleets of 100,000+ devices to deliver their software as a service. Esper has rapidly-growing global customer adoption among some of the world’s most innovative major brands in retail, hospitality, logistics, and healthcare.
About the Role
Esper is looking for an experienced, savvy person to manage and drive reseller and distributor recruitment along with the day-to-day relationship management of channel partners in the Americas, with a primary focus on the U.S. and Canada.
Esper plays in an interesting space where we are very aligned with new smart and IoT device hardware sales. From a channel perspective this means Esper works primarily with traditional hardware distributors and resellers who typically don’t focus on selling SaaS.
In this role you will own a set of key business performance metrics for the Americas including channel recruitment and activation as well as revenue targets. You won’t be on your own, you’ll closely work with our Partner marketing team to help you accomplish your shared goals.
To be successful you will need to get on the road to drive the recruitment and activation of key distribution and reseller partners (25-50% in any given month), and be very effective at building relationships using remote communication means. There will be a heavy dependency and relationship with the Esper Partner Marketing team to create the deliverables and events you’ll need to get more done with less resource burn.
The ideal candidate will have experience in:
Working with the hardware channel ecosystem, whether PC, mobile, or tabletAssorting and driving software SaaS offerings through both distributors and resellers.
Being a key stakeholder in an enablement system, at times rolling up your sleeves to help develop and deliver training.
Creating incentives and programs to grab the attention of the channelImplementing both referral and reseller motions through channel.
Managing a partner portal targeting resellersFamiliarity with the device management software spaceDriving aggressive growth of partners and sales through the channel!
You’ll be dealing directly with key decision-makers and executives with both prospective and committed distributors as well as strategic resellers.
You will also need to be effective at promoting Esper to both inside and outside sellers within our channel partners, often times in 1:many means.
Ultimately you own the Esper reseller funnel, driving signup to Esper’s partner program in partnership with marketing, training resellers using innovative techniques, activating them and getting to first sale, and ultimately having them scale their business on Esper in an efficient manner.
In certain situations you will broker between our channel partners and the Esper direct sales team to avoid collision and work through contested opportunities.
Plus take directly sourced prospects and use as seed with selected resellers to get to first sale.
To round out the role, you’ll own the rhythm of the business aspects which includes developing forecasting models with the finance team, monitoring business performance against target, and compliance against contractual obligations between Esper and distributors / resellers.
A candidate with a bachelor's degree is preferred, but not required if the candidate comes in with sufficient industry experience.
What we think makes us special
Esper is a fast-growing, well-funded company where everyone matters and you can see your impact daily. We trust our teammates and offer intense ownership and therefore accountability. We’re inventing the future and building something special. The team really enjoys what we do and cares about your input. We don’t hire just to fill a spot, we want you to make a difference.
As you help us build this special company, Esper will take care of you. We offer:
Unlimited PTO (minimum 2 weeks off)
13 Paid Holidays
401K with a 4% Match
Monthly Wellness Reimbursment
Competitive Pay and Benefits
and Room for Advancement
We hire capable veterans and trust in each other’s work. Our worldwide footprint mixes different cultures for a unique experience. We also like to have fun and play just as hard as we work.
Don’t meet every single requirement?
Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Esper we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.