PacketFabric

PacketFabric

Director, Cloud and Platform Ecosystem Sales

THE ROLE:

As a hands-on Director of PacketFabric’s Cloud and Platform Ecosystem Sales, you will focus on building and maintaining strategic business relationships between PacketFabric and AWS, Google, IBM, Microsoft, Oracle, Salesforce, and other cloud service providers (CSPs); as well as our B2B connectivity services with horizontal and vertical platform providers.  Additionally, you’ll work to create new opportunities with Security, Storage and other CSPs that create the new SASE IT architecture. Your primary goals will be to create mutually beneficial partnership and sales strategies, and to drive and manage the overall success of PacketFabric’s cloud & platform sales number.  

WHAT YOU’LL BE DOING:

• Develop Cloud and Platform Ecosystem strategy, perform business and competitive analyses, set sales targets
• Own Cloud and Platform Ecosystem forecast and sales numbers: build pipeline, enable partners, help direct and partner teams to close deals
• Measure and communicate the numbers monthly and quarterly by closely managing pipeline, forecasting, reporting, and communicating progress to the executive team, board members, and other stakeholders
• Build and manage relationships with key partners, focused on joint value propositions, sales alignment, and GTM motions
• Create and execute GTM plans with partners, execute and communicate measurable strategies, while evolving programs to achieve growth
• Develop direct and indirect sales plays, and drive sales enablement and field activation for PacketFabric’s Cloud and Platform Ecosystem portfolio
• Create business cases for new partnerships, integrations, as well as alliances within the ecosystem; while partnering with the product team to prioritize and map delivery
• Partner with marketing and product teams to plan, execute, and measure ecosystem-related messaging, PR, marketing, and demand gen campaigns

• Manage and track all joint sales activities, plan and drive specific joint programs, incentives, campaigns, and sales pipelines
• Lead QBRs with each partner, along with the PacketFabric leadership team to communicate partnership, program, and pipeline status; operational metrics, ROI metrics, proactively manage and prioritize risks
• Present, advocate and evangelize the company’s solutions in customer meetings and conferences

WHAT YOU BRING:

• Extreme curiosity and ability to quickly learn new concepts, analyze problems; demonstrated systems thinking capability
• Service-oriented leadership style – not afraid to roll up sleeves, good intuition, knows when to lead, follow, and get out of the way
• Passionate about driving decisions with data
• Experience creating key performance metrics, and financial business intelligence to enable decisions throughout the company
• Mindset to automate everything, all the time
• Never afraid to question notions or beliefs of how things should be done
• Ability to thrive working independently, cross-functionally, and in a 100% remote organization
• Ability to understand customers problems and create, design and  explain valuable solutions
• Ability to translate strategy and high-level goals into clear and specific execution plans with measurable goals while communicating clear status of projects, pipelines, deals, and programs
• Superior communication (written and verbal) with an ability to simplify and teach technical concepts and articulate meaningful value propositions
• Meeting facilitation skills including planning agendas for new partner acquisitions, service creation, sales kick-offs, training and marketing seminars, QBRs, etc.; hitting the mark on what partners and customers want to know, communicating data sharply and clearly, handling conflict elegantly, facilitating dialogue to specific positive outcomes
• Strong operational and program management experience, including designing and operating programs, budget management, analysis and modeling, and translating data and analytics into insights and recommendations to drive ROI
• Experience in market analysis, planning and expansion strategies, predictive modeling, and establishment of supply + demand gen strategies to both react to customer and partner needs in established and new markets
• Cross-functional leadership and partnership skills, with strong personal accountability for driving outcomes and results across a wide variety of stakeholders, internal and external

 Requirements

Education

Bachelor's Degree or equivalent

Work Experience

• 7+ years of experience in a development, product management, solution sales, or senior consulting role; ideally with some experience in all
• Strong understanding and experience with data center colocation and cloud infrastructure markets including IaaS, PaaS, and SaaS
• Experience working with all major CSPs

About PacketFabric 

Quickly maturing startup seeking like minded Director to join our team! PacketFabric redefines how companies procure and manage their network and cloud connectivity. We are a growing, diverse, talented, and close knit group who are 100% remote. We are looking for high-energy go-getters who enjoy a fast-paced, changeable environment, and want to sell amazing, innovative products that customers love!

What PacketFabric Offers

• Remote first, globally distributed team.

• The chance to disrupt the entrenched telecommunications infrastructure industry.
• A supportive and optimistic team that likes to learn from each other.
• A product development pipeline that’s constantly pushing new features and enhancing the quality of existing products.
• The opportunity to work with many different industries and customer types.
• A small company culture.
• Great health, dental, and 401(k) for US residents.

What PacketFabric Doesn’t Offer

• Lack of direction: we maintain a clear roadmap and product pipeline.
• A commute: no hours wasted in megaregion rush hour traffic.
• A dress code: a robe and slippers is acceptable attire any day of the week. 

PacketFabric is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.