Channel Sales Manager East

Who we are

Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools we demystify complex network operations enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer Kentik is the real-time source of truth that understands every network in context from data center to cloud to the internet. This single platform unifies and correlates cloud device flow synthetic data to turn telemetry into action. Market leaders like Akamai Dropbox and Zoom rely on Kentik to run manage and optimize their networks.

This is more than just a job - Kentik offers an opportunity to grow so you will keep up with the trends in the industry. Youll be collaborating with world-class engineers network experts and technology thought leaders to build the future of digital operations.

We are expanding our sales organization and are looking for a self-motivated Channel Sales Manager with a hunter mentality who can work in an extremely fast-paced revenue-driven environment to accelerate our goal to be Channel First towards our customers.

This is an individual contributor and quota-carrying position reporting to the Director of Channel Sales North desired location for this role is on the East Coast (United States) focusing primarily on East regional partnerships. NYC metropolitan area is strongly preferred.

Together with your channel partners you will identify & source sales opportunities that align with the ideal customer profile accelerate new customer acquisitions and meet all sales objectives and bookings targets in accordance with our growth expectations. If you are highly organized with an entrepreneurial mindset this is a great opportunity and we want to talk to you!

• Develop and execute a comprehensive territory strategy for new customer wins via new and existing partners to rapidly expand the pipeline POV and closed won ARR
• Support pricing discussions advancement of pipeline leading to accurate forecasting with the local sales & sales leadership team
• Develop long-term strategic relationships with new and existing enterprise channel partners & their enterprise customers and work closely with CS customers and their channel partners to drive increased market adoption of Kentiks solution
• Achieve QoQ growth in your territory
• Work collaboratively with the Account Executives SE and Marketing teams to build demand gen programs that generate net new pipeline with your partners in your territory
• Maintain up-to-date knowledge of competitors and industry trends
• Travel is a requirement and you must be able to travel domestically and internationally

What youll bring

Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you dont match all of the qualifications your skills and experience could be valuable in this role!

• 7 years of sales experience in the networking monitoring security or cloud transformation fields working for a technology or SaaS vendor selling software to through and with Channel Partners to their end customers
• Geographically located on the East Coast (US) with existing relationships at national regional and/or born in the cloud partners. NYC metropolitan area preferred
• Existing relationships at partners such as SHI AHEAD WWT Myriad360 Presidio ePlus or Trace3
• Extensive experience & demonstrable track record in recruiting & developing channels in the Eastern US resulting in demonstrable ARR and new-name customer acquisition with partners in the region
• Demonstrated track record of consistently exceeding quota selling to large accounts via partners ideally in a SaaS-based vendor or partner
• Strong pipeline management skills and forecasting of territory performance
• Ability to position new technology present to technical practitioners sales teams and C-level executives and map strong product functionality to business value to partners and support them in their customer discussions
• Aptitude building channel partnerships around complex technical-led sales motions
• Experience working with a comprehensive tool stack including SFDC Pendo PRM Mindtickle Google G-Suite Gong etc.
• Interested in new technology technically curious and has the desire to be a part of a dynamic and fast-paced startup
• Understand how to grow channel business with appropriate measurement & reporting
• Strategic thinking and experience with the major marketplaces (AWS Azure GCP)
• Excellent communication skills and a consultative approach to helping colleagues embrace a channel first strategy
• Ability to work flexible hours to suit business needs where colleagues are dispersed globally
• Must be willing to travel (30%) - the amount of travel may vary by company needs and quarter

What we offer

Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization and in turn to broaden and enhance your career. Were very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract engage and retain talented individuals who will drive our business and wow our customers.

The base salary range for this position is: $120000 - $150000 with an expected overall targeted earnings (OTE) range of: $200000 - $250000. The salary range and OTE reflect the low and high end of the U.S. range Kentik reasonably and generally expects to pay the hired candidate in this role. The actual compensation offered may be lower or higher than the stated range depending on various factors including but not limited to:

• Experience with the skill sets required for success
• Demonstrated competencies and potential
• A geographic market-based approach

In addition to a great career opportunity Kentik offers stellar benefits for our employees which include:

• 100% of premiums are paid by company for health vision and dental coverage for you and your dependents
• Additionally an annual Health Reimbursement Account (HRA) of $3000 for an individual or $4500 for a family
• Paid family & medical leave
• Open PTO a quarterly Wellness Day and a minimum of 10 paid holidays
• 401(k) retirement account
• Home office reimbursement
• Stock options

Note: Benefits are as listed for all US full-time employees. For compensation international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate.

Come work with us

The true meaning of Kentik is visibility. Were committed to making sure everyone feels empowered to use their voice has a sense of belonging and is represented at Kentik.

We dont look for individuals who fit the culture but those who will continue to add to the culture.
We encourage everyone to apply especially those individuals who are underrepresented in the industry: people of color LGBTQI community women individuals with disabilities (both seen and unseen) veterans and people of any age or family status.

Kentik is committed to creating an inclusive interview process. If you require a reasonable accommodation during the application or interview process please reach out to

Come as you are!
You will be working at a fast-growing well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects youll take on were sure youll enjoy joining the Kentik team.

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