Who We Are
Kentik is the network observability company. Our platform is a must-have for the network front line, whether digital business, corporate IT, or service provider. Network professionals turn to the Kentik Network Observability Cloud to plan, run, and fix any network, relying on our infinite granularity, AI-driven insights, and insanely fast search.
Kentik makes sense of network, cloud, host, and container flow, Internet routing, performance tests, and network metrics. We show network pros what they need to know about their network performance, health, and security to make their business-critical services shine. Networks power the world's most valuable companies, and those companies trust Kentik. Market leaders like IBM, Box, and Zoom rely on Kentik for network observability. Visit us at kentik.com and follow us at @kentikinc.
What We Do
The Channel Sales Manager - APAC will be responsible for spearheading the expansion of the Kentik Channel 1st program within the APAC market, collaborating with single-tier resellers, GSIs, and hyper-scaler marketplaces to drive pipeline growth, new ARR growth, and new customer acquisitions.
Working alongside the wider APAC revenue team, you will engage both existing and new channel partners to identify and source sales opportunities aligned with our ideal customer profile. Accelerating new customer acquisitions and meeting sales objectives and booking targets are paramount to driving growth of the business. If you possess strong organizational skills coupled with an entrepreneurial mindset, this opportunity is tailor-made for you.
This role will report directly to the VP of Global Channels. This position is located in Japan, Malaysia, or Singapore, and requires frequent travel across APAC. If you are ready to take on this dynamic and impactful role, we want to hear from you!
What You'll Do
- Develop and executive a comprehensive strategy for APAC, aiming to secure new customers via new and existing partners, thereby expanding the pipeline, POV, and closed won ARR
- Manage pricing discussions and pipeline diligently, leading to accurate forecasting in collaboration with the local sales and sales leadership team
- Drive performance based on agreed metrics
- Cultivate long-term strategic relationships with new and existing enterprise channel partners and their customers, in conjunction with Customer Success, to increase market adoption of Kentik's solution.
- Achieve quarter-over-quarter growth in APAC for the channel-sourced pipeline, new customer wins, and new ARR
- Hold individuals accountable internally and externally in a collaborative manner that fosters partnership and cooperation
- Collaborate with Account Executives, SEs, and Marketing teams to develop demand generation programs that generate net new pipeline with partners in the territory.
- Conduct first calls with partners to clients and deliver demos
- Maintain up-to-date knowledge of competitors and industry trends
What You'll Bring
Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don't match all of the qualifications, your skills and experience could be valuable in this role!
- 7-10 years of channel experience in the networking, monitoring, and/or security fields working for a technology or SaaS vendor selling software to, through, and with Channel Partners to their Enterprise and Service Provider end customers
- Geographically located in Japan, Malaysia or Singapore
- Fluency in English is mandatory, and fluency in Japanese and Malay is a distinct advantage
- Extensive experience & demonstrable track record in recruiting & developing channels in the APAC region with specific experience in ANZ, ASEAN, Japan, and Korea resulting in demonstrable ARR and new-name customer acquisition growth with partners in the region
- Must have experience working with partners who have success selling cloud transformation solutions
- Demonstrated track record of consistently exceeding quota selling to large accounts via partners, in a SaaS-based vendor or partner. We are looking for a metrics-driven process-orientated individual, with high energy and determination to over-achieve
- Demonstrable experience of building a channel business in a 200 employee company and holding yourself accountable for working at speed and with high levels of integrity and accuracy
- Technical curiosity, coupled with the ability to position new technology, present to technical practitioners, sales teams, and C-level executives, and map strong product functionality to business value to partners and support them in their customer discussions
- Has walked in the shoes of a direct salesperson.
- Experience working with a comprehensive tool stack including SFDC, Pendo, PRM, Mindtickle, Google G-Suite, Gong etc.
- Experience with the major marketplaces (AWS, Azure, GCP)
- Excellent communication skills, and a consultative approach to helping colleagues embrace Channel First
- Able to work flexible hours to suit business needs, where colleagues are dispersed globally
What We Offer
Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We're very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers.
In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include:
- 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
- Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
- Paid family & medical leave
- Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
- 401(k) retirement account
- Home office reimbursement
- Stock options
Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate.
Come work with us
The true meaning of Kentik is
visibility. We're committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik.
We don't look for individuals who fit the culture, but those who will continue to add to the culture.
We encourage everyone to apply, especially those individuals who are underrepresented in the industry: people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), veterans, and people of any age or family status.
Kentik is committed to creating an inclusive interview process. If you require a reasonable accommodation during the application or interview process, please reach out to [Confidential Information].
Come as you are!
You will be working at a fast-growing, well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects you'll take on, we're sure you'll enjoy joining the Kentik team.
