Senior Channel Sales Manager

Senior Channel Sales Manager (Microsoft)

Cambridge, MA – (Hybrid)
About this position:
Context Labs is seeking a Senior Channel Sales Manager to build and maintain strong business relationships with channel partners.

You will initially focus on Microsoft, an existing strategic Context Labs partner. Understanding the Microsoft go-to-market model will be mandated (Client executives, Industry Advisors, Global Account Directors, etc.). As a member of the sales go-to-market team responsible for channel partners you will initiate, launch, build and maintain strong relationships with business partners and their go-to-market teams while pursuing customers. You will be a producer who closes channel partnerships and manages both pre-sales and post-sales processes. You will use best efforts to ensure that Context Labs acquires a network of world class channel partners.

This position reports directly to the Americas Head of Commercial Sales.

In this role you will:

• Use industry, market and business knowledge in technology channel partner sales to research accounts, identify key stakeholders and develop them into scale channel partners to accelerate our business in existing and new markets of interest.
• Focus on co-sell channels partners who can expand sales of our existing commercially available products in cooperative selling motions (sell-with, sell through, etc.).
• Roadmap and new offerings development with and through channels will be a second order priority.
• Lead the Context Labs team through the discovery process from idea to use case alignment, demonstration, and quoting, negotiating, and closing – initially in partnership with the Americas Head of Commercial Sales and others as appropriate. We expect you to a productor contributor immediately.
• Identify Microsoft and other channel partner needs and use cases to build effectively scoped proposals and documentation to support the sale and deployment of Context Labs solutions delivered through Microsoft Azure via the Microsoft Marketplace.
• Manage Microsoft and other partner-supported enterprise accounts and all requisite documentation to include SoW discovery frameworks, proposals, quotes, pitch decks, sales collateral, closing plans, and anything required by internal or external reporting.
• Communicate regularly with the Microsoft and other partner executives as required.
• Communicate regularly with channel partners, their key enterprise customers, and the Context Labs customer experience and sales teams to define technical and scoping requirements for each market and /or account-specific implementation of Context Labs’ solutions.
• Work directly with the product teams, marketing, sales, and customer experience teams to maintain the highest understanding of Context Labs offerings, outbound messaging and market opportunities, as well as channel partners’ core service and related product offerings.
• Build strong internal and external relationships with professionalism, courtesy, and positivity in alignment with the Context Labs mission.
• Travel (monthly) to and with Context Labs and channel partner teams as necessary to close business transactions.
• Anything else as may reasonably be required by the company.

Experience and Skills:

• 8+ years of channel and enterprise sales experience in technology markets.
• Track record of successfully identifying, engaging and qualifying new opportunities to create value with SaaS solutions through channel co-sell motions.
• Superior communication skills – listening, thinking, speaking and writing.
• Self-starter that can guide a deal through its complete lifecycle from prospect to close.
• Outstanding organizational skills to identify, prioritize, track, manage, contribute to, report on and regularly close deals.
• Effectively able to maintain positive, collaborative relationships across the CXL organization, channel partner and enterprise customers with whom you will have direct contacts.
• Interface effectively with multiple internal and external parties.
• Outstanding ability to think on your feet.
• Advanced utility with the Microsoft Office Suite, and Salesforce.
• Experience writing proposals, including but not limited to scope, schedule, budget, and various other content sections normally associated with tech channel sales.

Preferred Experience:

• Sales or Business Development experience in business-to-business technology markets.
• Experience, or exposure to, Context Labs’ core markets, including energy, power, AI, critical infrastructure and other markets with significant climate exposure and mandate.
• Operating or asset management experience in tech, energy, power, critical infrastructure, or natural resources sectors.
• Experience with fortune 100 companies. Working with them as a partner or working for them as an employee.
• Mentorship experience, leading sales and multidisciplinary staff in the full sales lifecycle.
• International experience.
• Multi-year, enterprise-scale contracting.
• Bachelor’s degree or advanced degree from a certified post-secondary institution.

Why you’ll like it here:

• Context Labs is collaborative at its core. You’ll work within your team and across the organization allowing for continuous learning and discovery.
• We set goals that matter and provide value in all that we do, from building meaningful products to positively impacting carbon reduction and climate change.
• Context Labs’ mission is to transform complex data into continuously proven information. Powered by Immutably™, an innovative, trusted data fabric platform, our integrated solutions deliver context-driven insights that enable human networks to spot patterns, correlate trends - and reveal the ground truth hidden inside the world’s most complicated, persistent problems.

We understand that applying for a job can be intimidating. Applicants rarely meet every single job requirement, and we know there are many skills and backgrounds that will contribute to success in this role. If you’re interested in applying, please do so.

Context Labs embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our products will be. Context Labs will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please contact Human Resources at [email protected].

Who we are:

Context Labs is dedicated to sourcing, organizing, and contextualizing the world’s climate information. The company enables data to become trusted, shared, and utilized as Asset Grade Data (AGD™), providing insights and solutions to inform markets. Context Labs mission is to provide the world’s trusted data fabric platform, delivering Asset Grade Data to customers using the Immutably™ Enterprise Data Fabric platform, deploying machine learning, Artificial Intelligence, and cryptographic blockchain technologies, for context-driven insights.

Building on the Immutably™ Enterprise Data Fabric platform, the company has deployed customer service layers (1) Decarbonization-as-a-Service™ (DaaS™), tailored to accelerate the Global Energy Transition, and its (2) CLEAR Path™ platform to enable customers to optimize value creation with the highest quality carbon credits. The company was formed out of MIT (Massachusetts Institute of Technology) research and is comprised of a leadership team that has been instrumental in the at-scale growth of the Internet, in prior companies. The company has offices in Amsterdam, Cambridge, Mass., and Houston.

We are a team that is hiring and growing! Learn more about Context Labs here:

www.contextlabs.com