Technical Channel Sales Director  

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. 
• Experience designing, building enterprise Wi-Fi networks or carrier grade 4G/5G networks 
• 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). 

About Celona: 

Founded in 2019, privately held Celona is a pioneer and leader in the emerging market of enterprise private 5G networks. With private wireless technology, enterprises for the first time are able to provide wire-like reliability for mission-critical applications across their wireless infrastructure, facilitating a step-change productivity capability. Celona is deployed in production networks of some of the world’s leading G2000 global brands including BP, Lyondell and BMW. 

Celona is based in Campbell, California and has developed the first and still the only dedicated end-to-end private 5G solution for the enterprise. Celona private 5G LAN is designed to deploy as easily as Wi-Fi whilst integrating with the existing IP infrastructure with customer data always secured within the enterprise’s existing security boundaries. 

Celona has raised more than $100M to date and is backed by tier-1 VCs including Lightspeed, Norwest, NTT, Cervin and Qualcomm.