8x8 connects our customers and teams globally, empowering CX leaders with performance and insights to make smarter decisions, delight customers, and drive lasting business impact.
The Senior Manager, Channel Sales for CPaaS is a full-time role dedicated to training, enabling, and driving aggressive sales growth through our strategic partner network. The manager is responsible for actively training and enabling partners with the necessary product knowledge, resources, and sales techniques. This role involves driving opportunities primarily through telephone calls, in-market meetings, and email, including actively participating in coordinated sales calls with partners and sales teams to drive sales and ensure deal progression. Success in this role is measured by meeting or exceeding the target sales quota and KPI metrics and managers a team of Channel Account Managers.
Key Responsibilities
Strategic Partner Engagement and Opportunity Management:
Proactive Opportunity Development: Responsible for driving sales opportunities through partners by working closely with cross-functional teams, including Sales Engineering, Product Management, and Professional Services, to ensure comprehensive qualification and effective opportunity management from initial lead to final closure. This includes joint account planning and strategy sessions with top-tier partners.
Partner Onboarding and Enablement: Initiates telephone and email onboarding and re-boarding campaigns for new and existing partners to introduce and reacquaint sellers with the full spectrum of available Channel Partner as a Service (CPaaS) resources, personnel contacts, operational processes, and incentive programs. This ensures partners are fully equipped to sell and support the company's offerings.
Comprehensive Partner Support and Product Expertise: Provides dedicated, high-touch support to Partners throughout the sales cycle, including timely follow-up on inquiries, delivery of detailed product information and demonstrations, preparation of accurate quotations, and actively managing opportunities to successful closure. A core requirement is maintaining a high and current level of knowledge on all products, programs, promotions, and competitive landscapes.
Sales Operations and Forecasting:
Pipeline Management and Generation: Manages and continuously maintains a robust and healthy sales pipeline. This involves proactive generation of new partner-sourced opportunities, diligent tracking of all stages in the CRM system, and implementing strategies to accelerate deal velocity.
Accurate Sales Forecasting and Reporting: Provides timely and accurate forecasting to the regional channel leader for inclusion in the overall regional and global sales forecast. This requires a deep understanding of partner capabilities, deal certainty, and market trends to ensure predictive accuracy.
Pricing and Deal Structuring: Works collaboratively with the internal Deal Desk by preparing comprehensive requests for special pricing consideration, non-standard terms, or unique solution bundling to ensure partner proposals are competitive and profitable while adhering to internal governance.
Partner Tooling and Process Adoption:
Channel Partner Portal Advocacy: Acts as a champion for the partner portal, possessing a comprehensive understanding of its features, navigation, and content. Must be able to clearly articulate the usage, benefits, and value proposition of the portal's resources (e.g., training, marketing assets, deal registration) to encourage maximum partner adoption and self-sufficiency.
Qualifications:
Relevant experience and proven success in consistently achieving goals in Channel Sales or similar work experience
Extremely well organized with strong attention to detail
Technologically savvy; including familiarity with Google Workspace and Hubspot
Uses logical, practical, and systematic approaches to problem-solving
Ability to handle, and simultaneously balance, a wide variety of multiple tasks under short time constraints
Customer service orientation, including empathetic listening skills, pleasant phone personality, and positive attitude
Creative problem-solving skills in assessing customer issues, identifying possible solutions, then implementing long-term strategy solutions
Thrive in an environment that values high efficiency, personal dependability, and organizational commitment
Ability to articulate well over the phone
Can demonstrate expertise in Channel Sales or similar work experience
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