Strategic Partner Development Manager / Engineer

Location: Oakland, CA, United States
We are seeking a customer-facing professional with strong technical expertise to drive the market success of our strategic partners in the North America and Asia-Pacific regions. You will wear many hats, have significant autonomy, and make a large impact on our rapidly growing business.
Vigilent is pioneering the use of IoT, machine learning, and prescriptive analytics to deliver dynamic cooling management in mission critical environments. Vigilent reduces operating costs, unlocks stranded capacity, and increases reliability in hundreds of data center and telecom facilities worldwide. Our mission is to increase the profitability of our customers and create a more sustainable planet.
  • Ensure strategic partner success across North America and Asia-Pacific regions
  • Understand partner solutions and how Vigilent can complement them to meet customer needs
  • Train partner sales and technical teams on the Vigilent system and the benefits it delivers, the joint partner-Vigilent value proposition, technical product details, and prospect qualification
  • Work closely with partners to identify customer needs, overcome sales and technical objections, define a solution, represent Vigilent during any price negotiations, and prepare compelling proposals
  • Be a solution expert, including answering technical questions and ensuring that the Vigilent system design is optimized for specific customer environments
  • Perform site assessments to determine the value Vigilent can deliver in terms of increased facility reliability, increased capacity, and energy savings
  • Help partners with lead generation by identifying promising prospects, and participating in events such as trade shows
  • Develop strong working relationships with both day-to-day and senior level executives within existing Vigilent partners
  • Work with partners and Vigilent’s Customer Success Team to ensure that customer deployments stay fresh and can act as references, with the staff trained and using the system to achieve the maximum possible benefit
  • Provide Vigilent with valuable input about the market, what’s working and what isn’t, and make recommendations about how to improve the Vigilent system and further our success with partners
  • Bachelor’s or Master’s degree in Engineering or equivalent
  • Excellent English written and verbal communications skills; other languages a plus
  • Deep knowledge of the data center and telecom facilities market, technologies, and cooling/mechanical control systems
  • Existing relationships within data center and telco mission critical facilities
  • Customer-facing consultative skills, including the ability to work well with business and technical executives, and the ability to create and deliver powerful proposals
  • Partner-enablement experience, helping them achieve market success
  • The ideal candidate will have the combination of direct technical sales experience as well as experience driving partner sales with a large, multi-nation channel partner
  • Ability to simply and clearly explain and demonstrate technology
  • Strong analytic skills, e.g. with Excel and web tools
  • Detail-oriented, and able to manage multiple projects simultaneously
  • Strong work and team ethic
  • Able to travel ~ 25-35%
  • Able to work autonomously
  • Software project management and implementation expertise is a plus
Job Location:             Oakland, CA preferred but open to other North America locations
Start Date:                 ASAP
Hire Type:                  Full-time, Regular, Direct Hire
Reports to:                 VP Marketing & Business Development
Salary:                       Competitive
Benefits:                    Benefits package commensurate with the position
Please send a cover letter within the email body and attach your resume (PDF or Word Format) to
Vigilent Corporation is an Equal Opportunity and Affirmative Action Employer committed to providing a workplace that includes people of diverse backgrounds. Vigilent participates in the E-Verify program as required by law.
Mike Burwell
Vigilent Corporation
Oakland, California
Staffing/Recruiting Manager

Please contact me with any questions:

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