National 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 National Account Manager is responsible for managing 8x8’s Strategic Distributors, Technology Solutions Distributor (TSD) Partnerships and/or Strategic National Partners which generate revenue by executing channel programs to sell new and existing company services and products to business-to-business clients. This quota carrying role is responsible for strategy, acquisition of new partners, growth and forecasting within the accounts.

Responsibilities:

• Develop and build fiscal quarter and annual strategy. Report on, manage and execute on mutually agreed upon KPIs.
• Initiate quarterly QBRs to measure success and trends within assigned TSD / Strategic partnerships.
• Develop relationships internally and externally. Build and strengthen relationships with partner leadership and stakeholder business units throughout TSD or Partner organization.
• Proactive problem solving and driving of strategic initiatives
• Alignment and execution of mutually agreed upon marketing plan and strategic objectives with Sales & Marketing, Sales Engineering, Enablement & Professional Services.
• Create mutually agreed upon action plans to maximize revenue opportunities
• Develop and implement strategies to align field and sales human resources for higher close rates. Create plans in conjunction with Marketing and Sales to increase deal registrations and pipeline
• Assist in the recruitment of new partners into the partner program, through alignment with TSDs, and ensure prospective partners fit our ideal partner profile.
• Ensure continued enablement and updates on 8x8 product portfolio and 8x8 GTM.
• Adhere to all training requirements to ensure you, your TSDs, and partners are up-to-date with all the 8x8 offerings.
• Coordinate and deliver training and on-boarding programs to ensure sales readiness for company products and processes, including product and systems training.
• Provide TSD and Partners with support. Manage and serve as the escalation path to ensure excellent customer experience.
• Drive mindshare through regular communications and collaboration. Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements

Qualifications:

• 7-10 years of channel experience and ideally with 5+ years of related experience working with distribution/TSD partners
• Proactive problem solving skills
• Advanced understanding of company UCaaS and CCaaS solutions
• Strong communication skills - written, verbal, and presentation
• Very strong collaboration skills; experience leading initiatives with cross-functional teams preferred
• Ability to forge strong relationships across various stakeholder business units and position us as a go-to partner
• Highly detailed and process oriented
• Proven track record of success
• Must be motivated, organized, self-starter, and be able to deal with ambiguity and work in a fast pace environment
• A balanced blend of strategic thinking to set the direction of our cloud business with the execution skills to make it happen
• Minimum of intermediate understanding of company financial measures and advanced understanding of SaaS industry and indirect sales model
• Ability to travel a minimum of 25%

Preferred Qualifications:

• Advanced knowledge of company financial measurements, SaaS industry, and indirect sales model
• Bachelor’s or Master’s Degree in business, marketing, or related field
• Knowledge of Google applications, Microsoft applications and CRM tools, Salesforce knowledge is preferred

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.
For European Job Applicants our Job Applicant Privacy Notice can be found
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• Develop and build fiscal quarter and annual strategy. Report on, manage and execute on mutually agreed upon KPIs.
• Initiate quarterly QBRs to measure success and trends within assigned TSD / Strategic partnerships.
• Develop relationships internally and externally. Build and strengthen relationships with partner leadership and stakeholder business units throughout TSD or Partner organization.
• Proactive problem solving and driving of strategic initiatives
• Alignment and execution of mutually agreed upon marketing plan and strategic objectives with Sales & Marketing, Sales Engineering, Enablement & Professional Services.
• Create mutually agreed upon action plans to maximize revenue opportunities
• Develop and implement strategies to align field and sales human resources for higher close rates. Create plans in conjunction with Marketing and Sales to increase deal registrations and pipeline
• Assist in the recruitment of new partners into the partner program, through alignment with TSDs, and ensure prospective partners fit our ideal partner profile.
• Ensure continued enablement and updates on 8x8 product portfolio and 8x8 GTM.
• Adhere to all training requirements to ensure you, your TSDs, and partners are up-to-date with all the 8x8 offerings.
• Coordinate and deliver training and on-boarding programs to ensure sales readiness for company products and processes, including product and systems training.
• Provide TSD and Partners with support. Manage and serve as the escalation path to ensure excellent customer experience.
• Drive mindshare through regular communications and collaboration. Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirement