Channel Sales Manager - Southern California

US - CA - Carlsbad, US - CA - Irvine, US - CA - Los Angeles, US - CA - Remote Ref #4558 25-Nov-2019

Job description

Bigger challenges. Bolder ideas. Global impact. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. We’re the company behind the world’s fastest satellite internet service, with technology that’s helping to bridge the digital divide and improve life for our customers around the globe. By providing powerful new ways for people to connect with one another, gain greater access to education, entertainment, medical research, commerce, and much more, our team is empowering millions of customers worldwide.  

Viasat is growing rapidly and our Global Business Services division is searching for a smart, driven, proven sales professional to grow Viasat Business sales in our Southern California territory.  Reporting to the Regional Sales Manager, this newest member of the Viasat Business sales team will be responsible for developing new and existing partner relationships to propel the growth of Viasat products and services. This role is a high-touch, heavy-travel sales position that will make a significant contribution to the rapid growth of our enterprise business by unlocking and maximizing the potential that exists in the sales territory.

Essential Job Functions

  • Recruit, train, and motivate channel partners, agents, resellers, and commercial satellite dealers to drive new Viasat Business revenues.
  • Meet a minimum quota requirement for monthly new sales.
  • Define and execute strategic partner sales plans.
  • Maintain robust weekly sales prospecting and sales activity goals.
  • Identify top-producing Agent partners, Telecom brokers, VAR’s, MSP’s, and commercial satellite dealers in the region.              
  • Assist partners with sales activities, such as creating and presenting proposals, attending customer meetings & conference calls, and training partners via webinars, lunch ‘n learns, etc.
  • Rigorously and efficiently manage sales opportunities, pre-sale to post-sale: qualifying leads, tracking funnel via CRM, obtaining complete contract paperwork, and managing installation and billing processes for accuracy.
  • Accurately forecast sales.
  • Work with internal cross-functional teams to assist with partner implementation, order and billing support, and customer escalations.
  • Serve as internal channel advocate to ensure partner and customer satisfaction.

Required Character Traits

  • Responsive: provide partners and customers with an outstanding and unparalleled level of responsiveness to all forms of communication.
  • Present: Traveling up to 50% to meet sales partners, participating in industry events such as annual trade shows, monthly conferences, weekly seminars and receptions, and daily meetings.
  • Knowledgeable: Fluent in the language of business telecom and able to simplify difficult technology concepts in order to overcome objections and quickly advance sales.

Technical Requirements

  • Maintain current knowledge of industry product offerings and technology solutions, including VoIP, VPN, UCaaS, MPLS, SD-WAN, fixed wireless, 4G/5G, and cloud services.
  • Collect information on competitive product offerings and provide competitive feedback to sales management and product marketing.
  • Identify customer business needs in order to develop new products, sales offerings, and technical solutions for the Channel.

Specific Requirements, Skills & Education:

  • 2+ years of Telecom sales experience preferred (VoIP and VPN experience a plus)
  • 2+ years Channel experience preferred
  • Ownership, initiative, strong drive to perform, tenacity to get things done
  • Demonstrated record of consistently meeting / exceeding quota
  • B2B Technology background
  • Ability to strongly influence decision makers
  • Must have excellent written and verbal presentation & communications skills
  • Proven ability to work across departments to promote sales, assist in provisioning, and resolve customer issues
  • Strong interpersonal skills, ability to convey and relate ideas to others
  • Ability to work as a team and individually
  • Completed Bachelor's Degree
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Additional requirements

Minimum education:


Years of experience:

2-4 years


Up to 50%





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Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic.

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