Sales, Channel - National Partners

About the role

You will own the end-to-end partner lifecycle with national solution providers, owning the full spectrum from strategic planning to closed-won revenue. You will act as the primary internal advocate for the VAR community, aligning product, marketing, and operations to their specific needs. You will build a repeatable motion that scales across WWT, CDW, Presidio, ePlus, Insight, SHI, Trace3 and other critical partners. You will translate complex networking outcomes into clear value propositions that these sellers use in front of enterprise customers. You will drive incremental pipeline and deal registration activity while closing substantial booked business through partner-led channels. You will establish Meter as a strategic networking partner rather than a transactional vendor within the VAR ecosystem. You will operate with urgency and ownership, navigating ambiguity to create structure and predictable execution in a fast-moving go-to-market model.

Key facts

What you'll do

Partner closely with Meter's Enterprise and Major Account teams to manage VAR-sourced opportunities from initial qualification through to closed-won execution and expansion.

Support VAR sellers and technical architects during opportunity discovery, network design discussions, quoting, and detailed deployment planning to ensure accurate scoping and solution fit.

Deliver ongoing enablement sessions across partner regions and practices, focusing on how Meter's unified hardware, software, and operations solve complex operational and lifecycle challenges for enterprise customers.

Meet regularly with leadership, partner management, and engineering groups at each priority VAR to maintain strategic alignment and uncover new pipeline opportunities.

Build and execute multi-year joint business plans with each major partner, including clear pipeline targets, enablement calendars, and coordinated co-marketing activities.

Participate in partner-hosted customer events, workshops, briefings, and technology center sessions to increase visibility, generate pipeline, and reinforce Meter's credibility.

Collaborate with Partner Marketing and Partner Enablement on targeted campaigns, training programs, and incentive structures that drive activity, engagement, and measurable partner performance.

Track partner performance by account and forecast, surface operational blockers, and remove friction to ensure deals progress smoothly and efficiently.

Identify high-fit customers within each partner's existing book of business, surface unmet needs, and map Meter's capabilities to concrete business outcomes.

Create early success stories and referenceable proof points that demonstrate measurable outcomes, then codify them into repeatable frameworks for scaling across the VAR landscape.

Own the national VAR partner strategy over time, defining the long-term roadmap for how Meter goes to market through the solution provider ecosystem.

Champion feedback from partner sales and engineering teams back to internal stakeholders to influence product direction and packaging for the channel.

Balance broad coverage with a tiered approach, prioritizing the highest-potential relationships while maintaining momentum across the full portfolio of national partners.

Act as the primary technical and commercial liaison for partner-led deals, ensuring alignment between partner promises and Meter's delivery capabilities.

Requirements

You have deep experience working across national VARs such as WWT, CDW, Presidio, ePlus, Insight, SHI, Trace3 or similar organizations, understanding both their seller-led and architect-led motion.

You have a proven track record of building partner-sourced revenue at scale across multiple, complex partner organizations simultaneously.

You can prioritize effectively across a broad portfolio of relationships and develop a tiered strategy that drives outsized results from the highest-potential partners without neglecting the broader base.

You are comfortable with technical concepts, can rapidly learn networking fundamentals, and can communicate clearly to both sales and engineering audiences without jargon or ambiguity.

You can build trust quickly with stakeholders at all levels and influence decisions through clear, credible communication and data-driven insights.

You operate with a high sense of urgency and maintain focus on activities that directly move opportunities forward toward closed-won outcomes.

You enjoy travel and value in-person relationship building as a central component of partner success and long-term engagement.

You are comfortable operating in the ambiguity of early-stage go-to-market initiatives and can introduce structure, repeatability, and rigor to a fast-moving channel model.

You are a collaborative problem-solver who leverages cross-functional alignment with product, marketing, and operations to achieve shared channel objectives.

You demonstrate ownership of end-to-end partner lifecycle management, from strategic planning through revenue execution and expansion within the VAR ecosystem.

Nice to have

Experience with networking, infrastructure, or managed service solution providers is a clear advantage given the technical nature of the offering.

Background in solution provider or channel sales roles within large, enterprise-focused organizations is preferred for context and credibility.

Familiarity with partner enablement platforms, joint business planning, and co-marketing execution frameworks is valuable for accelerating impact.

Practical notes

This role requires frequent travel to engage with national VAR partners and their key customer accounts across the United States.

Success in this role depends on your ability to work closely with enterprise sales and technical teams, making cross-functional collaboration essential.

The nature of channel strategy in this early phase demands comfort with evolving priorities and rapid adaptation to new partner demands.

Candidates must be authorized to work in the United States without sponsorship at this time.