About the role
Technology Services Distributors, or TSDs, have traditionally sold monthly “as-a-service” offerings like connectivity, UCaaS and SD-WAN through a vast network of agents and trusted advisors. All the big players in the legacy networking space use large, upfront capital expenditure, or CapEx, models for selling physical hardware, which does not align well to TSDs’ commission-based, ongoing service billing models, meaning the channel has been largely ignored by the likes of giants like Cisco and Aruba. Since Meter is delivering its vertically integrated, end-to-end networking stack through a monthly subscription model, and focused on customer outcomes as opposed to selling hardware & support contracts, it fits snugly into the TSD business model. Meter is one of the few full-stack networking offerings that TSDs and their partners have been able to offer their customers, so the Channel will play a key role in accelerating our growth and bringing reliable, performant internet to more businesses. What success looks like Your ultimate goal will be delivering closed won revenue originating in the TSD channel for our sales team. Within the first few weeks, you will create an impact quickly by leveraging your connections within the partner ecosystem to evangelize Meter's model to both the TSDs and their partners. Despite the fact that you may have sold other technology solutions over the course of your career, you’ll learn enough about core networking disciplines to become dangerous when explaining to TSD partners why Meter’s end-to-end networking offering is the best fit for their businesses and their customers. You will support a combination of Enterprise and Major reps that serve the REGION, and we will need you to embed yourself into this team and gain their trust, while also proactively enabling new and existing trusted advisors to drive new opportunities and generate pipeline. We are still in the early stages of Meter’s go-to-market, particularly within the TSD channel, but we’ve barely scratched the surface of what’s possible with these partners. Over time, you’ll have the opportunity to own key relationships with specific partners or lead regional partner sales teams. What your day-to-day will look like On a typical day, you’ll act as an intermediary between our sales team and the sales reps and leadership of our partners, syncing with Meter’s team to keep track of deal progression and any updates or blockers, and supporting partners on the deals that they register, helping to resolve operational issues that arise during quoting, contracting and deployment. While we’ve had some early success in the TSD channel, building trust and brand awareness is still the name of the game, meaning that getting face time with these partners is paramount. Cultivating relationships with these partners in-person means that you will spend a great deal of time traveling to in-region events, training sessions or summits to drive awareness and sales pipeline. In order to grow the channel, you’ll also recruit and enable new partners, while deepening engagement with top performers. You’ll work with our Partner Marketing and Partner Enablement teams on incentives, MDF programs and upcoming summits or webinars.