Reporting directly to the SVP of Channels, the Channel Sales Manager will execute Capacity’s go-to-market plans with our Voice-focused Channel Partners. Success will be measured based on your impact to the sales pipeline, revenue generated from joint solution sales, offers you bring to market, and your ability to influence joint engagement between Capacity and Partner sellers in the field.

• Meeting or exceeding assigned sales quotas and objectives
• Generate and grow new revenue with System Integrator and Reseller Partners
• Utilize solution-selling and value-added, ROI-driven methodologies to sell Capacity’s Support Automation platform
• Provide Pre-sales support for partner field sellers
• You will be the key subject matter expert in your territory and the key point of contact for both partner sales teams for joint opportunities and pipeline
• Develop and maintain sales plans and strategies to deliver annual sales targets
• Formulating and executing strategic and tactical plans
• Execute each sales activity in accordance with Capacity’’s sales process which includes opportunity identification and qualification, development of business case and ROI, pricing and license development, negotiation, and contract signing process
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce
• Acquire and integrate industry and market knowledge related to the competitive landscape and technologies in order to successfully sell
• Ability to present the full solution and conduct product demonstrations to customers

At the onset of your tenure here, you will:

• Draw up a Territory Plan and review it with the SVP of Channel
• Meet and shadow current members of the team.
• Learn the capabilities of the platform, the business problems we address, review messaging, and begin case studies.
• Set your OKRs with your manager and develop an action plan.
• Meet department heads in Customer Success, Product, Engineering, Legal, and Finance to get familiar with the role they play in helping you throughout your deal cycles.

Within three months, you will…

• Create your first opportunity.
• Understand how transformative Capacity is and can be to our prospects and customers.
• Create compelling strategies to help align Capacity’s value to the goals, needs and objectives of your buyers.
• Be a regular user and champion of our product. Link it, break it, connect it, build it.
• Be a product expert and feel comfortable demoing.
• Leverage a consistent sales process to continuously build and move the pipeline forward.
• Begin to develop and negotiate complex enterprise level proposals and contracts.

Within six months, you will…

• Handle the full sales cycle to consistently meet and exceed pipeline and revenue goals.
• Be on target to your YTD goals
• Collaborate with cross functional teams to successfully drive technically complex Enterprise deals to completion.
• Deliver customer feedback to our teammates and continually help internal teams see how our whole product is solving unique customer problems.

Within one year, you will…

• Be considered a top performer by consistently delivering sales and exceeding goals.
• Set an example for new sales team members, assist in training, onboarding and motivating.
• Proficiency with security and compliance requirements

Interview Process (~4 HOURS)

You apply

[30 min] High level screen with Talent Acquisition

[45 min] Deep dive of your resume with SVP of Channel, Mike Mixon

[1 hr] Presentation to Channel Sales Team, VP of Sales and CRO

[~20 min] Predictive Index Assessments

[30 min] Presentation follow up and interview by the CRO, Karaline Venezia 

[30 min] Interview with Tim Yeadon, COO of Capacity

References and offer!

This is an individual contributor role but with considerable input to help shape go-to-market strategies. There is also potential for speaking engagements at events, webinars, etc if that is of interest. Have any other ideas of what this role could be? Let us know during your interview and maybe we can map it in.

Still unsure?

At Capacity we value more than just hard skills. Our goal is to build a holistic and diverse team. If you aren’t sure if you qualify, just apply! We will carefully consider your application and are always grateful for any time and effort invested in Capacity.

But wait, there’s more!

At Capacity we believe in more than just building amazing products and helping our customers. Although we are now a remote workforce, we remember the neighborhood where we started. We still strive to elevate our community by furthering access to education and careers in the tech space. Our sister company, Create A Loop, brings rigorous computer science courses to underserved communities with little to no access to formal computer science education. There are many opportunities for our Capacity team members to serve and educate our Create A Loop students throughout the year.

What is compensation like at Capacity?

• We offer fully funded medical premiums for each full-time team member and their dependents.
• Profit Interest Units
• Minimum PTO requirements
• 401K
• Short Term Disability
• Flexible work environment

Your Skill-Set:

• 8+ years experience in channel specific sales operations (pipeline, deal registration, forecasting, analytics)
• Experience executing a royalty/reseller partner program
• Comfortable indirectly managing hundreds of pipeline opportunities in a scalable and standardized way
• Subject matter expert / presenter for marketing, enablement, and customer events
• Proven record of successful co-selling, business development, executive level influence, negotiation, and exceptional communication and presence
• Success working with partners to close deals of 7 figures or more and experience with Complex contract management,
• Experience selling a complex product to executive buyers 
• Ability to qualify a prospects need and/or challenge that can be solved by implementing our product given their budget, timeline, and authority
• Strong acumen in technology and ability to articulate solution value proposition
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions
• Ability to work closely and cross functionally with engineering, marketing and product management as well as experience working with partners and alliances, and other internal stakeholders

Who You Are:

• You are a self-driven and motivated individual with a goal setting frame of mind
• You are an exceptional communicator
• You are resilient in the face of challenges, change, and ambiguity
• You are optimistic and believe that you can make a problem into a solution
• You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• You take accountability, do the things you say you’ll do, under-promise and over-deliver
• You are nimble and adaptable when priorities change and continue to see the “forest through the trees”