Channel Account Manager (TSD's)

Job Description

Job Description

LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.

If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.

We are looking for a dynamic CAM to work with existing relationships within the Channel Ecosystem of Technology Solution Distributors (TSDs), such as Telarus, Avant and Bridgepointe. The ideal candidate will have significant experience generating new business through TSD Technology Advisors (TA’s), while also growing technical practices within each partner via education and regular communication.

• Reporting to the Sr. Director of Channel, success will be accomplished by establishing professional working relationships and collaborating with the assigned TSD and Technology Advisors, as well as our Professional Services, Marketing, and Support teams. Your mission will be to drive new opportunities and revenue by helping our partners develop a core understanding of Lightedge’s value proposition, and how to position our products to solve the unique business needs of our partners’ customers and prospects.

Additionally, this role has direct responsibility for:

• Working with partners and channel managers to identify new Technology Advisors and customers who match Lightedge’s strategic product set.
• Ensuring all partner organizations are kept up to date on product evolutions, updates, and features through regular training sessions, events, and cadence meetings.
• Generating pipeline revenue by driving joint go-to-market (GTM) activity with channel partner leadership, channel partner sales executives, and our internal sales organization.
• Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with Lightedge’s vision.
• Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation.
• Sharing analytics with executive and technical champions and driving further demand for Lightedge’s solutions through regular cadence sessions.
• Driving the development of technical pre-sales and post-sales practices within identified key partners.
• Establishing and implementing selection processes, criteria, and controls for selection, management, and performance of channel partners, including regular reviews of contractual obligations with partners and compliance with Lightedge’s policies, procedures, and ethical standards.
• Overseeing and participating in regional QBRs (Quarterly Business Reviews) for the sales team.
• Ensure partners meet performance, customer satisfaction, and business goals while maintaining compliance with contractual obligations.

• 5+ years of Channel of experience working in the TSD eco-system required.
• Demonstrated success leveraging third-party companies to achieve quota.
• Solution-selling experience (vs. product-centric sales).
• Superb organizational skills and a demonstrated history of outlining and establishing sales strategies.
• Superior written and verbal communication skills.
• Must be willing to travel throughout the U.S., including attendance at all business reviews, meetings, and events.
• Existing relationships with TSDs, national VARs, distributors, MSPs, and SaaS providers are optimal.
• Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner.
• Experience working in Salesforce.
• Proficiency with Microsoft 365.
• Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future.

With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.