Glynn Capital
Glynn Capital

Director, Channel Sales - North America



Sales & Business Development
United States · Remote
Posted on Thursday, June 13, 2024

Who we are

Kentik is the network observability company. Our platform is a must-have for the network front line, whether digital business, corporate IT, or service provider. Network professionals turn to the Kentik Network Observability Cloud to plan, run, and fix any network, relying on our infinite granularity, AI-driven insights, and insanely fast search.

Kentik makes sense of network, cloud, host, and container flow, Internet routing, performance tests, and network metrics. We show network pros what they need to know about their network performance, health, and security to make their business-critical services shine. Networks power the world’s most valuable companies, and those companies trust Kentik. Market leaders like IBM, Box, and Zoom rely on Kentik for network observability. Visit us at kentik.com and follow us at @kentikinc.

What we do

This is more than just a job - Kentik offers an opportunity to grow, so you will keep up with the trends in the industry. You’ll 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 Regional Channel 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.

What you'll do

This role is a multifaceted one, encompassing leadership, team building, and individual contribution, all while carrying a quota. Reporting directly to the VP Global Channels, this position is located on the East Coast (U.S.), preferably in the Tri-state area.

The primary responsibility is to spearhead the expansion of the Kentik Channel 1st program within the North American market, collaborating with resellers, GSIs, and hyper-scaler marketplaces to drive pipeline growth, new ARR growth, and new customer acquisitions.

Working alongside your team, you will engage both existing and new channel partners to identify and source sales opportunities aligned with our ideal customer profile. Accelerating new customer acquisitions and meeting sales objectives and booking targets are paramount in line with our growth expectations. If you possess strong organizational skills coupled with an entrepreneurial mindset, this opportunity is tailor-made for you.

  • Develop and execute a comprehensive strategy for North America, aiming to secure new customers via new and existing partners, thereby expanding the pipeline, POV, and closed won ARR
  • Manage pricing discussions and pipeline diligently, leading to accurate forecasting in collaboration with the local sales and sales leadership team
  • Drive performance based on focused metrics, and offer constructive coaching and support to ensure each team member's success
  • Cultivate long-term strategic relationships with new and existing enterprise channel partners and their customers, in conjunction with Customer Success, to increase market adoption of Kentik's solution
  • Achieve quarter-over-quarter growth in NA for channel-sourced pipeline, new customer wins, and new ARR
  • Hold individuals accountable internally and externally in a collaborative manner that fosters partnership and cooperation
  • Be a metrics-driven leader - ensure activity and processes are met, and set an example with high energy
  • Collaborate with Account Executives, SEs, and Marketing teams to develop demand generation programs that generate net new pipeline with partners in the territory
  • Comfortably conduct first calls with partners to clients and delivering demos
  • Maintain up-to-date knowledge of competitors and industry trends
  • Travel domestically on a frequent basis

What you'll 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 don’t match all of the qualifications, your skills and experience could be valuable in this role!

  • 7-10 years of channel experience in the networking, monitoring, and/or security fields working for a technology or SaaS vendor selling software to, through, and with Channel Partners to their end customers
  • 2-5 years experience in a channel team leader role
  • Geographically located in the Tri-State area
  • Extensive experience & demonstrable track record in recruiting & developing channels in the US, resulting in demonstrable ARR and new-name customer acquisition with partners in the region
  • Must have extensive relationships within key ‘double down partners’ as well as target SI and boutiques
  • Demonstrated track record of consistently exceeding quota selling to large accounts via partners, ideally in a SaaS-based vendor or partner
  • Demonstrable experience of ‘running’ a channel business in a ~200 employee company and holding yourself and your team accountable for working at speed and with high levels of integrity and accuracy
  • 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
  • Has walked in the shoes of a direct sales person
  • 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 Channel First
  • Able to work flexible hours to suit business needs, where colleagues are dispersed globally

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. We’re 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: $135,000 - $174,000, with an expected overall targeted earnings (OTE) range of: $225,000 - $290,000. 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 salary 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 $3,000 for an individual or $4,500 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. We’re committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik.

We don’t 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.

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 you’ll take on, we’re sure you’ll enjoy joining the Kentik team.