Senior Channel Manager -Southeast Based

Who we are:

Hi! We’re Carbyne and we are on a mission to help Public Safety Agencies save lives every day. As the leader in emergency collaboration technologies, we’re building a platform that brings operational improvement and game-changing capabilities to people in crisis, such as live video, instant chat, and location tracking. Our platform unifies the flow of life-saving information to emergency call centers, so they can handle emergencies faster than ever, and get to the right people, in the right place, at the right time. We currently provide services to over 400 million people in over eight countries worldwide, and partner with Amazon, Microsoft, AT&T and others to deliver life-saving technologies. Want to join our mission-driven team? Read on. 

Headquarters: New York City, New York

Current Headcount: 180 People and counting….

Carbyne Website

Recent Press

Techcrunch article: Carbyne raises $56M Series C

About the role:

We're searching for a driven, ambitious, and results-oriented Partner Director to join our dynamic and growing organization, help drive strategy, and take a consultative approach to sell our solutions, with and through partners. You'll love this opportunity if you're forward-thinking, technically oriented, consultative, and have the know-how to work with partners to create solutions for client challenges.

As a Partner Manager, you will be a “player-coach” responsible for managing several key individual partner accounts as well as a team of Partner Managers across a range of partners and verticals in the U.S. and Canada, provide appropriate support and guidance as you and your team evaluate partner opportunities, engage with partners and clients, and drive partner strategy and management. 

You and your team will sell indirectly through and with partners, and work closely with our direct sales, marketing, product, and operations organizations to ensure your partners are enabled and supported to successfully scale Carbyne’s business.

• Here's what you'll be working on:
  Primary relationship owner for a subset of highly strategic named Partners in the U.S. and Canada, and for building a strategic partner plans with those Partners (“Player” role)
• Must reside in Texas or FL
• Manage a team of 1-3 Partner Managers (and growing) to help them develop, manage, and successfully scale their Partners
• Grow and coach your team to ensure attainment of quarterly and annual sales quotas
• Develop and maintain all levels of relationships, including senior and executive-level Partner relationships to ultimately drive go-to-market strategy and generate scalable revenue growth (directly with your named partners and as a coach to your team for their partners) 
• Oversee the partner journey phases (onboarding, sales and technical engagement, certification tracking, account mapping, pipeline development, and reporting and tracking) 
• Develop and create (and/or help your team develop and create) go-to-market materials for existing, new, and joint products with your named Partners, and work with marketing to drive the maximum ROI from any Partner marketing investment into demand generation campaigns and vertical market plans
• Work with your Partners (and/or ensure your team) to create tight alignment between Partner sales reps and Carbyne RSMs, via client heat maps, account plans, and close plans, to develop scalable new business
• Work with the partner’s technical and implementation teams to provide product and implementation feedback and help identify areas for partner improvement (and/or ensure your team is doing the same with their partners)
• Provide support and mentorship by participating in client and prospect meetings or engaging other Carbyne resources as required
• Actively monitor and participate in partner-lead demand generation activities to build pipelines to support growth
• Work with senior Carbyne and Partner management to continually educate and drive thought leadership across the partner team
• Proactively drive awareness of the Carbyne strategies and propositions at all levels across the Partners as they evolve over time

Requirements

• At least 5 years of partner management and partner team management experience and success in a high-growth organization and selling complex solutions 
• At least 10 years of demonstrated successful industry indirect sales (and indirect sales team management), with a focus on software, services, platform integration, and/or network services (Selling SaaS and cloud experience a must)
• Must reside in the East-Coast
• Proven ability to work with a range of influencers within partner organizations and within the Carbyne ecosystem 
• Demonstrated ability to succeed in a fast-paced environment and ability to adjust to new markets or conditions
• Proven ability to develop and nurture partner strategic plans and the successful delivery of those plans
• Demonstrated understanding of contact center technologies and addressing modern challenges in the contact center
• Experience in creating and executing long-term partner sales plans, and those of partner manager team members
• Strong attention to detail, creative, open-minded, focused, highly collaborative, inquisitive and tenacious with the ability to find new opportunities
• Excellent communication and interpersonal skills, particularly across multiple functional disciplines, and at executive levels
• Ability to travel to partners and customers as needed (up to 50% of the time)

Bonus Points:

• Demonstrated understanding of PSAP and stakeholder agency technology and service is a plus but not a requirement
• Demonstrated success in Government sales

Benefits

• Comprehensive medical, dental, and vision insurance
• 401k, matching up to 4% of your salary
• Parental Leave Policy
• Unlimited vacation days
• Sick days
• Competitive options plan
• Reimbursement for commuter expenses (if you work in the office)
• Health and Wellness Benefits

Our Promise:

Carbyne believes that every person has a right to equal employment opportunities without discrimination due to race, ancestry, place of origin, color, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, marital status, family status, disability, pardoned record of offenses, or any other basis protected by applicable law.  We also strive for a healthy and safe workplace and strictly prohibit harassment of any kind.

With Carbyne, Every Person Counts. 

Note: We are unable to support employment visas at this time.