VAR Account Manager

2 weeks, 6 days ago
Full-time
Senior
Sales and Business Development
Ooma, Inc.

Ooma, Inc.

Ooma, Inc. is a telecommunications company based in Palo Alto, California, founded in 2004. It specializes in Voice over Internet Protocol (VoIP) solutions, evolving from residential free-calling devices to comprehensive cloud-based communication services for both homes and businesses. Ooma initially gained attention with its hardware like the Ooma Hub and Scout, which allowed for free calling through innovative peer-to-peer technology. The company has transitioned to a subscription model, offering services such as Ooma Premier for residential users and Ooma Office, a cloud-based VoIP system designed for businesses. Ooma has expanded its offerings through strategic acquisitions, including Voxter, Broadsmart, and OnSIP, enhancing its cloud communications capabilities. With a focus on recurring revenue, Ooma targets both individual consumers and small to medium-sized businesses, providing affordable and efficient telephony solutions.

telecommunications
1001-5000
Founded 2003

Description

  • Build and maintain strong relationships with assigned VAR partners to drive consistent revenue growth through the channel.
  • Serve as the primary point of contact for partners, ensuring engagement, responsiveness, and partner satisfaction.
  • Develop joint business plans with key partners to expand pipeline and increase adoption of Ooma solutions.
  • Enable partners through product training, sales support, and education on Ooma’s communications platform.
  • Identify new opportunities within partner customer bases and collaborate with partners to advance deals through the sales cycle.
  • Maintain regular pipeline reviews and strategic account discussions with partners.
  • Advocate for partner needs internally and collaborate with cross-functional teams to deliver a strong partner experience.
  • Maintain accurate pipeline visibility and revenue forecasting.
  • Execute a disciplined sales process to consistently achieve or exceed revenue targets.
  • Travel periodically to meet with partners and support partner-led sales initiatives and events.

Requirements

  • 5–8 years of quota-carrying B2B sales or channel account management experience in Telecom, VoIP, SaaS, Networking, or IT services.
  • Demonstrated success managing and growing VAR or reseller partner relationships.
  • Proven ability to drive revenue through partner-led sales models.
  • Strong understanding of channel sales strategy and partner engagement.
  • Experience managing pipeline and opportunity forecasting.
  • Excellent communication, presentation, and relationship-building skills.
  • Highly organized and self-motivated with the ability to manage multiple partner relationships simultaneously.
  • Strong problem-solving and analytical skills with a strategic approach to account growth.
  • Ability to collaborate effectively across sales, marketing, and partner support teams.

Benefits

  • Competitive compensation, benefits, and generous company perks.
  • Comprehensive medical, dental, and vision insurance for employees and eligible dependents.
  • Employer-paid income protection benefits, including basic life, AD&D, short-term disability, and long-term disability.
  • FSA healthcare and dependent care options.
  • 401(k) with employer match and Roth option.
  • Employee Stock Purchase Plan (ESPP).
  • Paid time off, sick time, and observed corporate holidays.
  • Employee Assistance Program and life balance benefits, including travel assistance services and identity theft protection.
  • Additional benefits such as commuter benefits, voluntary insurance options, discount programs, credit union access, and Medicare assistance.
  • Eligibility for bonus, sales incentive, and/or RSU stock compensation as applicable.

Interested in this position?

Apply directly on the company website

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