Regional Vice President, Channel Sales

 Say hello to opportunities.

It’s not everyday that you consider starting a new career. We’re RingCentral, and we’re happy that someone as talented as you is considering this role. First, a little about us, we’re a $2 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. 

RingSense AI is our proprietary AI solution. It’s designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions.

We’re currently looking for: An energetic and motivated Regional Vice President, Channel Sales to thrive in a fast-paced, cutting-edge, technology-driven environment. This position reports to the VP of International Sales and is responsible for acquisition, development and management of the Regional Partner Sales team. Additional responsibility includes management of all aspects of RingCentral’s sales through RingCentral’s Partners and management of support resources for Resolution Partner Channel. The individual in this position will work with the leadership to define organizational goals and strategic plans to drive sales and increase MRR across all territories. Also, this individual will assist with driving Partners and Sales Team escalations to resolution.  This person will work closely with the RingCentral cross-functional teams to drive company and Partner initiatives.  The RingCentral environment is fast paced, high octane, success, and teamwork oriented environment committed to growing the business in a virtually untapped market.

To succeed in this role you must have experience in:

The most critical qualifications for the Regional Vice President, Channel Sales is that you have a proven track record of success, strong business acumen, high energy and motivation, and the can-do  attitude to make a difference in a fun, fast paced environment.

Responsibilities:

• Manage Regional Partner Managers across the UK

• Individual coaching, mentoring and skill development of the team

• Deliver consistent revenue performance.

• Define and measure KPI’s for the team.

• Define key processes, activity and productivity metrics.

• Work with Sales Department Trainer to prioritize, develop and deliver curriculum for the team.

• Increase the team productivity as measured by MRR/quarter per partner manager

• Assist in creating comp plans that maximize MRR and incent best practice behaviors.

Manage partner on-boarding metrics & grow MRR of existing partner base

• Weekly review and management of demo accounts & Certification with team.

• Drive lead generation and marketing campaigns with partners

• Ensure new partners are trained on RingCentral product, sales and support processes

• Work with team to set goals and schedule Quarterly Business Reviews with Partners

• Drive lead generation and marketing campaigns with Partners

Sales Pipeline Management

• Monitor & manage follow-up with partner lead registrations and conversion to opportunities

• Track pipeline and forecast metrics for the Channel Sales Team

• Ensure timely and accurate updates by TSM’s of all Opportunities in Salesforce.

• Train and reinforce best practice Pipe-line management techniques with TSM’s.

• Train and reinforce all aspects of the sales order process with TSM’s.

• Assist TSM’s with large sales opportunities.

Team Training & Communication

• Train & Ramp New Associates on: RingCentral Products, Selling RingCentral, Reseller Program, Reseller Tools & Resources (Partner Portal, Deal Reg, Quoting, Training Portal, etc.), Reseller Support Line Training, Onboarding Emerging Partners, Engagement with Top Partners, Sales Processes

• Ensure team is aware of program / product / support updates and communicates updates to partners

Desired Qualifications:

• Successful track record in developing, growing and scaling a Channel Sales Team to exceed revenue targets.

• Expertise using Salesforce CRM.

• 5-7 years channel sales management experience.

• B2B SaaS experience preferred; channel experience is a must.

• Experience with talent acquisition, building and development of teams and talent required.

• Ability to establish priorities, work independently, and proceed with objectives without supervision.

• Ability to interface with all levels of management and customers.

• Superior verbal, written, and interpersonal communication skills required.

• Must be able to create and deliver strong presentations

• Excellent customer service orientation via e-mail, phone and in person

• Strong initiative and creativity applied through technology

• Ability to learn and adapt quickly

• Ability to excel in a team-oriented, collaborative, and fast-paced environment

• Vibrant and energetic attitude, willingness to perform and get things done

• BA / BS or equivalent education and relevant experience

What we offer: 

• Comprehensive medical, dental, and life insurance

• Pension 

• ESPP/KEEB

• Paid time off and paid sick leave

• Paid maternity, paternity & parental leave

• Wellness programs including 1:1 coaching and meditation guidance with TaskHuman and HeadSpace

• Employee Assistance Program (EAP) with counseling sessions available 24/7

• Free legal services that provide legal advice, document creation and estate planning

• Employee bonus referral program

RingCentral’s Partner team crafts, builds and collaborates with our partners to evolve our programs and deliver the best possible outcomes for our partners, teams and company. That’s why RingCentral is the leading global cloud-based communications provider because we’re not just selling solutions; we’re changing the nature of communications. That’s why we’re the largest and fastest-growing pure-play provider in our space. 

RingCentral’s work culture is the backbone of our success. And don’t just take our word for it: we are recognized as a Best Place to Work by Glassdoor, the Top Work Culture by Comparably and hold local BPTW awards in every major location. Bottom line: We are committed to hiring and retaining great people because we know you power our success.

About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™  (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral® empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.

RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.