Channel Development Representative MSP

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Job summary

Job description

Goals & Objectives
This is a quota-driven sales position that involves travel throughout the United States. The MSP Channel Development position works closely with the Sales Development Representative & the Partner Account Management teams to ensure the partner experience is successful.

Duties & Responsibilities
• Grow your team’s number of new business closed by generating new qualified MSP leads & meetings
• Identify, qualify, sort, and track all new MSP leads with detailed activity logs with CRM
• Prospect, Pitch, & Acquire new MSP partners
• Research & document contact information for existing leads and keep contact information updated
• Use CRM to ensure activities are documented, opportunities are forecasted
• Maintain knowledge of market conditions & competitive activities

Key Performance Indicators
• Daily:
o 20 outbound calls per day
o 2 MSP pitches per day
• Weekly:
o Activate 5 new trials
o Guide 2 MSPs through education & onboarding
• Monthly:
o Close 10 NBPs (New Buying Partner)
o Drive 5 MSPs to 50-100s (2nd purchase)
• Monthly KIP Summary:
o 400 calls / 40 pitches/ 20 trials / 10 NBP / 8 partners trained / 5 MSPs 2nd sale

Key Technical Skills, Knowledge, and Qualifications
• Extensive experience with the MSP channel, including vendor, partner, and distribution MSP knowledge
• Excellent presentation, written, and verbal communication skills.
• Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact.
• Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
• Ability to close business while achieving a high level of customer satisfaction.
• 5+ years selling to businesses, 3+ years of channel MSP management experience.
• Bachelor’s degree or equivalent professional experience.

Key Success Factors:
• Strong prospecting skillset
• Great presentation & communication skills
• Influential selling skills
• Strong channel & MSP knowledge

Competencies:
• Work Autonomously
• Self-Driven
• High Efficiency
• Effective recruiting
• Detail-oriented

ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The expected annual base pay range for this position is $70,000 with an opportunity for commission ranging from an OTE of $100,000-$105,000. Additional benefits, such as health & wellness, performance bonuses, product discounts, holidays, paid time off, etc. may also be offered in accordance with our plans.

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