Technical Partner Manager

Summary

Join BlueCat, a leader in Intelligent Network Operations, as a Technical Partner Manager! This three-pillar role combines channel technical presales, channel account management, and direct sales cycle support to drive market share growth. You will leverage your technical expertise to advise on solution architecture, train channel partners, and conduct demonstrations. The position requires strong technical skills, channel sales experience, and excellent communication abilities. BlueCat offers a fantastic award-winning culture and comprehensive benefits, including a professional development budget, wellness days, and a lifestyle spending account. This is an opportunity to contribute to a dynamic team and shape the future of the organization.

Requirements

• Experience and familiarity providing technical support and enablement to resell and MSP partners in North America
• Strong network system administration experience and very familiar with IP protocol, DNS, ISC BIND, MS DNS, DHCP
• Experience designing solution architectures for an enterprise software, networking, virtualization, or systems integration company
• Experience with routing, switching, and LAN/WAN design
• Experience in Cloud and Virtualization
• Ready and willing to travel (>50%)
• Excellent communication skills with the knack for conveying technical concepts to audiences of varying levels
• A Bachelor’s degree in an appropriate field from an accredited college/university degree or equivalent
• 2+ years’ experience in IT Channel Sales
• A proven track record of success over 7+ years contributing to the success of and/or leading teams of results-oriented Account - Management/Customer Success/Sales professionals

Responsibilities

• Provide technical pre-sales support and enablement of a diverse partner/channel ecosystem
• Consult on solution architecture within the context of the client’s network infrastructure and business goals
• Deliver on-site and web-based presentations to broad audiences
• Actively participate at trade shows, seminars and speaking engagements
• Help to identify new business opportunities
• Provide feedback to Product Management and Engineering on product functionality and future enhancements
• Focus on net new business generated by the Channel and expand Partner network
• Develop strong relationships and be viewed as a “trusted advisor” with BlueCat partners and grow the partner relationship
• Educate partners on best practices to support their client base successfully and reflect the BlueCat brand as a market leader
• Ensure alignment of the strategy with the BlueCat Partner teams; understand their coverage models and strategies; know their focus in areas of target accounts, verticals, geography, and market coverage
• Provide insight on partners’ needs to internal teams on a regular basis; represent their views, requirements, and experience throughout the organization
• Advising on best practices and answering technical questions
• Identifying and uncovering opportunities
• Developing unique pathways to support BlueCat’s Sales Team, their partners, their end customers
• Actively collaborate with the BlueCat AE and partner AE to ensure all partner-led solutions being proposed fit within our product portfolio
• Provide early disqualification of partner-led opportunities that are not a fit for our solution
• Host regularly scheduled joint training events with partners and the BlueCat team
• Provide sales and technical enablement for partner-led opportunities

Benefits

• A Professional Development Budget
• Dedicated Wellness Days and Wellness Week
• A Lifestyle Spending Account
• An Employee Recognition Program