Overview

At Segment, we believe companies should be able to send their data wherever they want, whenever they want, with no fuss. Unfortunately, most product managers, analysts, and marketers spend too much time searching for the data they need, while engineers are stuck integrating the tools they want to use. Segment standardizes and streamlines data infrastructure with a single platform that collects, unifies, and sends data to hundreds of business tools with the flip of a switch. That way, our customers can focus on building amazing products and personalized messages for their customers, letting us take care of the complexities of processing their customer data reliably at scale. We’re in the running to power the entire customer data ecosystem, and we need the best people to take the market. 
 
We're looking to grow our Channel Sales team by adding a bright, hardworking Channel Manager who can sell a technical product through a range of Channel Partners (Systems Integrators, Consultancies, Boutique Agencies and Growth Firms, and Dev Shops) with integrity and conviction. You will be responsible for cultivating, managing, and growing the channel sales business for the eastern half of the US and Americas. We're a growing team, so each member plays an integral role in building the foundation of our Channel Sales organization. You will be a critical player in spearheading the growth and adoption of Segment on the front lines of the channel partner ecosystem.

What you’ll do:

  • Recruit key partners throughout the ecosystem in line with Segment’s sales strategy
  • Manage all partners for US EAST, Eastern Canada, and parts of South America
  • Generate pipeline and growth through our channel partners by developing and executing programs that drive net new revenue to Segment
  • Review effectiveness and impact of such programs on recurring basis internally and with partners 
  • Develop mutually-beneficial and trusting relationships with partners, making Segment a favored company with which to partner
  • Own and develop relationship with senior executives in key partners by building annual business plans reviewed quarterly with key sponsors from Segment and the partner
  • Have regularly scheduled calls, making periodic visits, exploring specific needs and anticipating new opportunities, matching Segment sales teams to partner sales teams to do account mapping
  • Drive business to our channel partners by identifying Segment customers who can benefit from working with third party consultants and agencies
  • Lead compelling presentations of Segment’s product and vision to a broad range of audiences from c-level executives to individual contributors 
  • Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts
  • Leverage and coordinate cross-functional internal teams (Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles

You’re great if you…

  • Are based in NYC
  • Have experience in enabling sales organizations to co-sell with partners
  • Are great at identifying and unlocking mutual value in relationships with third parties
  • Love building relationships inside and outside the organization from C level through to technical pre-sales and sales teams
  • Have a high level of software sales experience as an outside representative with a demonstrated history to consistently meet or exceed performance targets
  • Demonstrated ability to build and manage executive relationships
  • Demonstrated ability to manage complex sales cycles including the ability to provide coordination and direction to your extended team
  • Knowledge of how to enabling sales organizations to co-sell with partners
  • A proven track record of leading complex, multi-stakeholder sales to success 
  • Outstanding communication and interpersonal skills
  • Strong orientation to team communication and collaboration
  • Knowledgeable about the mar-tech and analytics SaaS tool ecosystem is a plus 
  • Are excited about rolling up your sleeves and getting stuff done in a hyper-growth technology startup

Segment is an equal opportunity employer. We believe that everyone should receive equal consideration and treatment in all terms and conditions of employment regardless of sex, gender (including pregnancy, childbirth, breastfeeding or related medical conditions), sexual orientation, gender identity, gender expression, race, color, religion, creed, national origin, ancestry, age (over 40), physical disability, mental disability, medical condition, genetic information, marital status, domestic partner status, military or veteran status, height, weight, AIDS/HIV status, and any other protected category under federal, state or local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. 

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