Channel Lead, North America
San Diego /
Sales /
Full-Time
/ On-site
About Kandji
Kandji is building the future of Apple Enterprise Management. The use of Apple devices in the enterprise is growing rapidly. Drawing on decades of experience in Apple IT, we saw a dire need for a modern Apple device management platform that could accommodate growing businesses and increasing regulatory demands.
Kandji grew to hundreds of B2B customers within a few months of initial product launch in 2019, and secured a $100 million Series C in late 2021. Today, we have a 95% Customer Satisfaction rate and a rapidly growing community of customers, including names like Crunchbase, Belkin, Rackspace, Allbirds, FabFitFun, VSCO, and Turo.
Behind our business is a handful of the best investors in tech. Together, we are creating a new category of device management that can better serve modern businesses.
The Opportunity
As a Channel Lead at Kandji for the North American region, you will play an essential role in forging the partnership side of our go-to-market strategy. Acting as an ambassador of Kandji you will be the face of our business to the partnerships formed in the region.
Our mission is to grow our channel partnership program as Kandji strives to be the market leader in the Apple Mobile Device Management and Security space.
How you will make a difference day to day
- Building new and maintaining existing partnership relationships, both with technology and reseller organizations
- Leading a team of North America-based channel account managers
- Driving channel partner influenced and sourced pipeline, sales, and marketing activities
- Representing the entire range of company products to assigned partners
- Optimize operations with semi-autonomy, be intrinsically driven for successful execution, and be able to drive excitement and growth across partners
- Reporting directly to the global VP of Partnerships
- This position requires travel of around 20% and to be in office in San Diego as per our hybrid working policy
- “Lands and expands” by establishing productive, professional relationships with key personnel in assigned partner accounts
- Coordinates the involvement of company personnel, including sales leadership and teams, product, and support in order to meet partner performance objectives and partners’ expectations
- Meets assigned targets for pipeline creation, sales volume, and strategic objectives in assigned partner accounts
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis
- Enables company sales teams to sell through partner organizations to end users in a tightly coordination fashion
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
- Ensures partner compliance with partner agreements, including deal, pipeline, and revenue calculations
- Drives adoption of company programs among assigned partners
Minimum Qualifications
- Minimum five (5) years of channel sales experience, preferably within the Apple technology domain
- Exemplary and demonstrated communication, leadership, and self-actualized problem-solving skills
- Exceptional time-management skills and the ability to strategically prioritize the highest level of impact given short timeframes for success
- MacOS and CRM proficiency
- Ability to see strategic, differentiating opportunities and rapidly build business models to achieve disproportionate ROI for the company
- Meets assigned expectations for net new pipeline and revenue creation and expansion opportunities
- Completes partner account plans that meet company standards
- Completes required management-assigned strategic objectives within the assigned time frame
These requirements are for the strongest, ideal candidate. Even if you do not outperform every bullet point, Kandji encourages you to apply. We promote a diverse, equitable, and inclusive culture and recognize that even the strongest candidates won’t have all desired experiences and qualifications
Benefits & Perks
• Competitive salary
• 100% individual and dependent medical + dental + vision coverage
• 401(k) with a 4% company match
• 20 days PTO + Kandji Wellness Week off the first week of July
• 14 paid holidays per year
• 10 health and wellness days per year
• Equity for full-time employees
• 12 weeks of paid leave for new parents
• Cell phone & Internet stipend
• Exciting opportunities for career growth
• An outstanding, inclusive culture
We are excited to be serving a significant need for a fast-growing market, and are proud of the high-performing team we have brought together so far. If you’re someone who wants to engage in new, exciting projects that will challenge your skills in the best way possible, we would love to connect with you.
At Kandji we believe in fostering an inclusive environment in which employees feel encouraged to share their unique perspectives, leverage their strengths, and act authentically. We know that diverse teams are strong teams, and welcome those from all backgrounds and varying experiences.
Kandji is proud to be an equal opportunity employer committed to diversity and inclusion in the workplace. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, physical or mental disability, protected veteran or military status or any other status protected by applicable law.
