Job Description
Job Description
Celona is looking for a highly motivated and technically capable, channel sales executive. This would be an ideal role for a current or previous Technical Pre-Sales Engineer who is ready to make the leap into a bag-carrying sales position.
The ideal candidate will have experience in selling enterprise wireless technologies such as Wi-Fi and cellular, and preferably private wireless over CBRS. Experience of recruiting, enabling and working with and through a channel network is highly desirable. Customers are typically larger enterprises or mid-market organizations with an increasing need to support production level mission-critical applications across their wireless infrastructure. Currently the sweet spot is in “non-carpeted” environments including (but not limited to) warehousing, logistics, oil & gas, mining, manufacturing, and other industrial environments.
This role will be focused on active engagement and co-operation with a group of strategic channel partners. This position will report directly to the SVP of Global Sales.
The ideal candidate can be based anywhere in the United States, near a major airport, as we anticipate travel to customers and partners as needed [up to 50%].
Requirements
- Technically Strong – Ideally, you have functioned as a Pre-Sales (SE) Engineer in recent years. You should be comfortable presenting and discussing Celona technology without having a pre-sales SE on hand.
- An excellent working knowledge of IP Networking and preference will be given to those with knowledge of wireless technologies including Wi-Fi, cellular and preferably private networks over CBRS
- Understanding the channel selling motion and motivations – with experience of successfully onboarding new partners and making them successful
- Experience selling into verticals including warehousing, logistics, mining, manufacturing and retail will be beneficial
- A self-starting, motivated salesperson who does not require constant instruction to make things happen.
- We are looking for a highly motivated individual who is excited about the opportunity to evangelize market-changing technology.
- The candidate should be comfortable communicating directly with both executive and operational members of prospective end-user clients and with system integration and managed service provider partners who will be the delivery vehicle for Celona products and services in most instances.
- Celona is a fast-moving start-up and experience working within such an environment is preferred.
- Candidates need to be driven self-starters who can think creatively, be able to wear many hats and be prepared to operate outside of their normal comfort zone.
- Participate in the consultation to prospective customers and/or product capability assessment and validation as it applies to the technical sales process.
- Collaborate with customer/partner network engineers, architects, operation support staff to map customer requirements to Celona’s products.
- Work with different stakeholders in Celona to drive pre- and post-sales alignment and engagement with partners.
- Drive pre-sales tests, demos, proof of concept and trial networks with Celona products as it applies to service providers and end-customers.
- Build long term relationships and be seen and treated by Celona customers, service providers and channel partners as a trusted and valued resource.
- Collaborate with the channel sales and field marketing to plan, deliver, and manage effective demand generation campaigns.
- Work closely with the corporate technical, product and development teams in defining and specifying product and market requirements.
- Generate, define and document product requirements from customers and channel partners and communicate to key stakeholders, internally and externally.
Ideal Skillsets and Experience:
- A strong background with enterprise wireless networking including 4G/5G cellular technologies or B2B enterprise cloud managed networking solutions is required.
- Hands on experience deploying, optimizing and monitoring live enterprise Wi-Fi or cellular networks.
- Direct experience with Channel Sales
- Experience being part of a team that delivered the first version of a product to customers, ideally in a start-up environment.
- Knowledge in L2 and L3 networking technologies including Switching, VLANs, 802.11, Routing Mobile/Cellular Network Architecture (4G & 5G).
- Excellent communication skills - both written and verbal.
- Strong organizational skills, ability to multi-task while maintaining attention to detail.
- Passion for quality with a solid work ethic and team player attitude.
- Ability to work creatively and analytically in a problem-solving environment.
- Temperament to thrive in a highly dynamic, high-growth environment.
- A willingness to work outside of your comfort zone with a “let’s get it done” attitude.
- Experience working with AWS Marketplace
Compensation for this role is between $280,000 - $300,000 On Target Earnings (base salary + commission).
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