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Director of Channel Development At Aeris Communications

Location: Chicago, Illinois

Job Description

The Internet of Things (IoT) will unlock trillions of dollars in value over the next 10 years as 50 billion devices are brought online. Aeris is at the forefront of this industry, building networks and applications to enable Fortune 500 clients like Chrysler, Honda and Bosch fundamentally improve their businesses. Headquartered in Silicon Valley with offices in Chicago, London, Delhi, and Tokyo as well as other markets. We rank among the top ten cellular providers for the IoT globally, powering critical projects across energy, transportation, retail, healthcare and more.

Built from the ground up for IoT and road-tested at scale, Aeris IoT Services are based on the broadest technology stack in the industry, spanning connectivity up to vertical solutions. As veterans of the industry, we know that implementing an IoT solution can be complex, and we pride ourselves on making it simpler.

Our company is in an enviable spot. We're profitable, and both our bottom line and our global reach are growing rapidly. We're playing in an exploding market where technology evolves daily and new IoT solutions and platforms are being created at a fast-pace. Aeris' technology advantage starts with the purpose-built IoT core network, AerCore.

A few things to know about us:
  • We put our customers first. When making decisions, we always seek to do what is right for our customer first, our company second, our teams third, and individual selves last.
  • We do things differently. As a pioneer in a highly-competitive industry that is poised to reshape every sector of the global economy, we cannot fall back on old models. Rather, we must chart our own path and strive to out-innovate, out-learn, out-maneuver and out-pace the competition on the way.
  • We walk the walk on diversity. We're a brilliant and eclectic mix of ethnicities, religions, industry experiences, sexual orientations, generations and more and that's by design. We see diverse perspectives as a core competitive advantage.
  • Integrity is essential. We believe in doing things well and doing them right. Integrity is a core value here: you'll see it embodied in our staff, our management approach and growing social impact work (we have a VP devoted to it). You'll also see it embodied in the way we manage people and our HR issues: we expect employees and managers to deal with issues directly, immediately and with the utmost respect for each other and for the Company.
  • We are owners. Strong managers enable and empower their teams to figure out how to solve problems. You will be no exception, and will have the ownership, accountability and autonomy needed to be truly creative.
Are you a Channel Leader with the ability to initiate and grow strategic accounts? We are seeking a talented, proven hunter to join our team as a Director of Channel Development, focusing on building the Aeris Communications channel program, specifically with Agents, Resellers and Hardware OEM communities. This position will be based in the U.S., either our Chicago or San Jose office.

The Director of Channel Development role will involve building a team in North American and overseeing a wide variety of campaigns and activities to drive increased sales, from identifying and creating relationships with new accounts, to working closely with both the product marketing and sales teams of partner accounts to foster mutual growth, marketing programs, incentives, sales, technical training, and events.

The Director of Channel Development will be responsible for building and managing Aeris's channel strategy to include generating passion and enthusiasm for Aeris amongst this select partner community, finding new partners to sell Aeris products & services, as well as training and enabling these partner organizations to drive sales of Aeris products.

Ideal candidates will have excellent organizational and communication skills, creativity, and a passion for growing a business.

Essential Duties and Responsibilities::
  • Define and Develop Aeris Communications Channel Partner strategy
  • Identify, prospect, and close new partners within the Agents and other Channels ecosystems
  • Generate enthusiasm and passion for Aeris's products among the partners sales and engineering teams
  • Maintain quarterly growth plans for top partner accounts
  • Develop and oversee marketing and incentive programs to drive sales
  • Coordinate & execute sales and technical training for partners
  • Facilitate communications and deal flow between partners and Aeris's direct sales reps
  • Collaborate with the Channel, Marketing, & Sales Leadership Teams to support the overall growth of our channel program via development of partner facing collateral and sales tools, tracking and internal communication tools, and marketing programs
Qualifications and Competencies:
  • 5+ years' experience in technology sales, channel management, channel sales, and/or consulting. M2M/IoT industry experience preferred.
  • Experience working for an MNO, MVNO or M2M reseller is highly desirable
  • Experience in developing commercial value propositions
  • Experience in writing proposals, developing presentations and presenting to clients
  • Experience in using a CRM tool to provide regular management reports is highly desirable
  • Must have strong interpersonal and communication skills, a positive attitude and a proactive approach
  • Experience selling into IoT verticals such as Utilities, Fleet / Asset Tracking, Transport and Healthcare
  • Exceptional work ethic; uses time productively; is focused on the right opportunities; maximizes efficiency; and meets challenging work goals; must be self-drive and a team player
  • Previous participation as a presenter or a panel member in M2M related events and organization
Aeris walks the walk on diversity. We are a brilliant mix of varying ethnicities, backgrounds, religions, cultures, sexual orientations, gender identities, ages and professional/personal/military experiences and that's by design. Different perspectives are essential to our culture, innovative process and competitive edge. Aeris is proud to be an equal opportunity employer.