Channel Account Executive (SEMEA)

Requirements

• 10+ years of Channel Sales experience in high tech sales required
• The ideal candidate would reside in “Ile de France”
• A highly motivated hunter with strong existing partner relationships. Experience and existing relationships with Regional and National Partners is a must
• Solid understanding of Networking, Security, Cloud and SaaS solutions and technology trends
• Existing knowledge of SASE, SSE and SD-WAN a plus
• Excellent verbal, written communication and presentation skills; ability to effectively present and influence key stakeholders
• Ability to learn new technologies quickly required
• Experience creating focused, collaborative, results-driven teams with partners
• Proven, consistent over achievement of channel development sales required
• Proven track record of demonstrated success in achieving sales targets and driving revenue growth through channel partners

What the job involves

• We are seeking an experienced Channel Account Executive who can expand our ACE partner ecosystem by profiling, recruiting, enabling, and onboarding regional and national partners.
• As the primary partner contact, this role drives strategic business plans, sales & technical enablement, and partner success with Versa’s solutions to generate revenue growth
• Coordinate with Versa authorized channel partners and Versa Sales Team to develop a go-to market strategy, create and execute business plans to meet sales targets for each Versa channel partner
• Analyze market trends and competitors. Accordingly, develop sales plans with each Versa channel partner to increase brand awareness through increased revenue outcomes
• Responsible for the identity, recruiting, on-boarding and nurturing high potential strategic Versa channel partners within assigned East territory, ensuring alignment with Versa’s sales strategy
• Will work closely alongside and support 3 Field Sales Account Executives and Sales Leadership to identify and accelerate net new business within each territory
• Must have a deep understanding of each partners business and how Versa can be part of their strategic goals
• Responsible for maintaining strategic relationship at Sales, Technical and Executive levels with Versa channel partners to build Versa value and ensure revenue goals are achieved for the territory assigned
• Evaluate Versa partner sales performance and recommend strategies for improvements
• Communicate up-to-date information about new products, trainings and events to Versa channel partners
• Strong interpersonal and relationship-building skills with a proven ability to work effectively with diverse teams and stakeholders
• Train partners on Versa’s products, sales tools, and competitive positioning to enhance their effectiveness
• Ensure all Versa Channel partners are meeting the requirements and certifications of the Vera ACE channel partner program
• Ensure all Versa channel partner sales and SE’s are certified on Versa portfolio
• Conduct field marketing events and campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows
• Manage opportunities with channel partners through the various sales stages to achieve quota
• Work with Marketing Team to drive marketing sales campaigns and programs with key partners while also ensuring that all Opportunity Registration and ROI are associated with these campaigns and programs
• Track deal registrations, monitor sales performance, and drive revenue impact through partner-led opportunities
• Present quarterly business reviews (QBRs)) to Sales and Executive Leadership team review to share progress against territory/account plans and overall company objectives