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Channel Sales Manager - EMEA

Kentik

Kentik

Sales & Business Development
Europe · Remote
Posted on Friday, March 8, 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 you'll do

The Channel Sales Manager will work with the VP International Sales, Global VP of Channel and Alliances, and company leadership to identify, recruit and build an effective channel to drive revenue growth and expand our footprint across the region. This person will help Kentik establish new channels and routes to market. This individual will establish executive relationships with key partners and develop regular cadences to drive mutual pipeline growth and revenue production.

  • Quickly build relationships across the GTM teams at current partners, develop account mapping with the Kentik sales teams, and promote collaboration and joint hunting
  • Drive deal registration growth, pipeline development to cover your quarterly quota, and close deals with the sales team with our partners to over-achieve quota
  • Build relationships face-to-face across the region, and enjoy networking and selling ‘on the road’
  • Identify target partners who could be a good fit for the Kentik business in regions where we are gapped, cold call, recruit, enable and on-board them.
  • Collaborate cross-functionally within the company (with teams such as operations, marketing, programs, customer success)
  • Drive enablement, training, and ROI-based discussion on lead generation activities jointly with our partners
  • Embrace Kentik Channel 1st strategy

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+ years of EMEA channel experience, with a deep understanding of Nordics, Benelux, DACH, UK&I, and France
  • Strong background in SAAS subscription & networking software sales
  • Hunter business development mentality with the ability to develop new channels producing discrete revenue streams
  • Experience with various routes to market including resale, service providers, systems integrators, cloud marketplaces and related ecosystems for resale and MSP-type models
  • Experience working in high-growth environments that require the ability to quickly implement changes and adjust plans to accommodate the needs of the business
  • Effective and professional communication and presentation skills
  • Experience with Salesforce, Pendo, Gong, G Suite
  • Demonstrable proof of working in a data-based environment
  • Not afraid to roll your sleeves up to build something exciting and powerful
  • Direct sales experience is a distinct advantage, as is demonstrable partnering with sales teammates to win
  • Strong desire to over-achieve quota
  • Fluent in English (written and spoken) is mandatory
  • Ability to travel as required

Nice to haves:

  • Experience in the security, networking, Network Management, or NW observability market
  • Fluent in French and/or German

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.

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.

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