THE ROLE:
PacketFabric has done to the network what cloud did to compute and storage. We’ve made it affordable and easy to consume without sacrificing the quality and reliability of a carrier-grade network. Customer and developer experience, automation, and engineering rigor are crucial to our mission. This means our customers get the speed of the cloud, the ease of the internet, and the reliability of a highly-engineered network… without the cost. Join us in leading this market transformation!
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.
HIGH-LEVEL RESPONSIBILITIES:
- 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
SKILLS & REQUIREMENTS:
The ideal candidate is a polymath with a strong technical background (engineering or computer science) and some background in sales, pre-sales, sales engineering, partnerships, and/or consulting. Technical and business experience with cloud infrastructure is a must. Candidate must have experience using, coding or selling cloud services and understand the nuances of CSP business and operating models, and ideally will have had deep experience with implementation on at least 1-2 CSPs and a breadth of exposure to all of the major CSPs.
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
MINDSET:
- 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
- Present, advocate and evangelize the company’s solutions in customer meetings and conferences
- Ability to thrive working independently, cross-functionally, and in a 100% remote organization
SKILLS & CAPABILITIES:
- Consultative business consulting and selling: understanding customer needs and pain points, framing value within the context of a partner’s or customer’s lens on their business, explicitly connecting business and technical capabilities to the resolution of pain points
- Superior partnering and negotiation: understanding partners’ and customers’ business models; creating mutually beneficial value propositions, sales, and marketing strategies; setting win/win goals; translate strategies into successful execution with measurable positive outcomes
- Ability to understand customers problems and create, design and explain valuable solutions
- Strategy🡪➡️ Execution ➡️🡪Measurement: Ability to translate strategy and high-level goals into clear and specific execution plans with measurable goals, create and execute measurement strategies, and communicate clear status of projects, pipelines, deals, and programs
- Superior communication: written, verbal, simplifying concepts, distilling and articulating value propositions, teaching, simplifying technical concepts
- Meeting facilitation: 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 and planning, sales expansion strategies, predictive modeling, and establishment of supply + demand gen strategies to both react to customer and partner needs, and establish and capture new markets
- Cross-functional leadership and partnership skills, with a strong personal accountability for driving outcomes and results across a wide variety of stakeholders, internal and external
About PacketFabric
PacketFabric is the connectivity cloud. We built a global, 50+Tbps carrier-class optical network that is completely automated and consumable on-demand like SaaS, so enterprises can connect the core of their hybrid and multi-cloud architectures and grow their digital business.
We offer private and secure point-to-point, hybrid cloud, multi-cloud, and custom connectivity services that you can provision in minutes via our self-service portal or programmable API. We offer flexible consumption of our services, with month-to-month or longer terms, or even usage-based for bursting and disaster recovery.
PacketFabric was recognized with the “2020 Fierce Telecom Innovation Award for Cloud Services,” named one of the “10 Hottest Networking Startups of 2020” by CRN, a Futuriom 40 Top Private Company, and a “2020 Cool Vendor in Enhanced Internet Services and Cloud Connectivity” by Gartner.
PacketFabric is a distributed, fully remote team with people living and working all over the world.
What PacketFabric Offers
- Autonomy, accountability, and ownership to drive all aspects of your business results.
- Competitive compensation for high performers.
- Remote first, globally distributed team.
- The chance to disrupt the entrenched telecommunications infrastructure industry.
- A product development pipeline that’s constantly pushing new features and enhancing the quality of existing products.
- The opportunity to drive high growth in a maturing startup environment.
- Great health, dental, and 401(k) for US residents.
Here at PacketFabric, we want all of our employees to feel valued, appreciated, and free to be who they are. We provide equal opportunities to all employees and applicants for employment and follow employment lifecycle processes designed to prevent discrimination against our people, regardless of gender identity or expression or intersex, sexual orientation, religion, spiritual beliefs, ethnicity, age, neurodiversity, disability status, national origin, citizenship, generation, culture, or any protected category under federal, state and local law.