Channel Account Manager

at  8x8 Inc

At 8x8 Inc. [Nasdaq:EGHT] we put communications at the heart of our business and build technology that allows people to connect anytime, anywhere they are in the world, and on any device.
XCaaS

• the 8x8 Experience Communications Platform - brings together Employee and Customer Experience, enabling hybrid workforces across the globe to connect, collaborate, and delight customers, while providing businesses with real-time communications analytics, intelligence and unique insights.
  Learn more on our company website at
  www.8x8.com
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  At 8x8 we put communications at the heart of our business and build technology that allows people to connect anytime, anywhere they are in the world, and on any device.
  XCaaS
  
  
  
• the 8x8 Experience Communications Platform - brings together Employee and Customer Experience, enabling hybrid workforces across the globe to connect, collaborate, and delight customers, while providing businesses with real-time communications analytics, intelligence and unique insights.
  
  The Channel Account Manager (CAM) is part of the Indirect Channel sales organization and is responsible for sales and revenue growth in a geographic territory which includes designated Resell partners and Agent partners. Our Channel Account Managers are expected to use consultative and strategic selling skills along with a strong understanding of the UCaaS industry to consistently achieve quota attainment as assigned by management. They are also expected to develop highly productive reseller and referral partner relationships so that partners become self-sufficient in marketing and selling our products.

Responsibilities

• Discover and manage sales opportunities with all designated Partners in region, providing accurate and updated sales funnel with current status
• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements, in Salesforce
• Manage and execution of Partner Business Plans
• Develop territory plan, including documenting recruiting strategy
• Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
• An in-depth knowledge of the features and benefits and requirements of all Alliances routes to market and the ability to articulate it to Partners along with the value proposition
• Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
• Train partners on product, processes, and effective sales techniques
• Escalate any pricing, SLA or other issues as needed
• Coordinate Partner access to Sales Engineering, Field Marketing and overlay resources as appropriate
• Disseminate all communications and announcements
• Coordinate local Partner participation in events and training
• Drive product and promotions and programs
• Read all communications and maintaining a high level of knowledge on all products, programs and promotions
• Recruitment of partners in territory into partner program

Qualifications

• 5+ years of related experience working in channel with Channel Partners
• Proven success of building strong relationships and partnerships
• Ideally experience selling UCaaS and CCaaS solutions
• Advanced understanding of company’s telecommunications products and network capabilities
• Minimum of intermediate understanding of company financial measures and advanced understanding of telecommunications industry and indirect sales model
• Ability to travel 50% of the time

For a closer look into what life at 8x8 UK Ltd. is about check out our
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8x8 believes diversity makes our company stronger which is why we are a proud equal opportunities employer and encourage all of our staff to bring their authentic selves to work. We believe in fairness which is why we have been a member of the Living Wage Foundation for many years and we believe in security so reserve the right to undertake background checks on anyone that we extend an employment offer to.
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• Discover and manage sales opportunities with all designated Partners in region, providing accurate and updated sales funnel with current status
• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements, in Salesforce
• Manage and execution of Partner Business Plans
• Develop territory plan, including documenting recruiting strategy
• Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
• An in-depth knowledge of the features and benefits and requirements of all Alliances routes to market and the ability to articulate it to Partners along with the value proposition
• Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
• Train partners on product, processes, and effective sales techniques
• Escalate any pricing, SLA or other issues as needed
• Coordinate Partner access to Sales Engineering, Field Marketing and overlay resources as appropriate
• Disseminate all communications and announcements
• Coordinate local Partner participation in events and training
• Drive product and promotions and programs
• Read all communications and maintaining a high level of knowledge on all products, programs and promotions
• Recruitment of partners in territory into partner progra