Channel Account Manager, Twilio
$147.9-195.2k
Salary is benchmarked on Colorado and Washington D.C rates only and may vary on further locations. This role is eligible to earn commissions.
More information about location
Cloud communications software
Job no longer available
Cloud communications software
1001+ employees
Job no longer available
$147.9-195.2k
Salary is benchmarked on Colorado and Washington D.C rates only and may vary on further locations. This role is eligible to earn commissions.
More information about location
1001+ employees
Company mission
To enable innovators across every industry - from emerging leaders to the world’s largest organisations - to reinvent how companies engage with their customers.
Role
Who you are
- The ideal candidate will have a background in both partner and direct sales, enabling them to drive successful partnerships, engage at the CXO level, and effectively navigate complex sales cycles with a deep understanding of enterprise ISVs and public cloud technology providers
- Bachelor’s degree in Business, Sales, or a related field. MBA or advanced degree preferred
- 7+ years of experience in channel sales, account management, or partner management
- Proven track record of success in managing and growing strategic partnerships with ISVs, Resellers, and OEMs
- Experience in the Public Sector and/or Healthcare and Life Sciences (HLS) markets is highly desirable
- Strong relationship management and negotiation skills
- Ability to develop and execute channel strategies that drive revenue growth
- Excellent communication and presentation skills, with the ability to influence stakeholders at all levels
- Proficiency in CRM systems and channel management tools
- Results-driven with a focus on achieving and exceeding revenue targets
- Strategic thinker with the ability to execute on tactical initiatives
- Collaborative team player who can work effectively across different departments and with external partners
What the job involves
- Twilio is seeking a Channel Account Manager to lead and expand our channel development efforts on the Twilio.org team
- In this role, you will be responsible for recruiting, developing, and managing business relationships with ISV Co-Sell partners, SI/ISV Resellers, and PubSec Distributors
- This quota-driven position involves developing strong partnerships with existing ISVs, building scalable ISV partnerships that result in repeatable selling motions, and helping manage deals to closure with the Sales team
- Develop and maintain a strong pipeline with revenue-generating ISV co-Sell partners
- Collaborate with ISV partners to identify and prioritize joint sales opportunities, ensuring alignment with Twilio’s business objectives
- Oversee revenue management and pipeline generation driven through Carahsoft for the Public Sector
- Track and report on the performance of these initiatives, ensuring revenue targets are met or exceeded
- Sign, onboard, and enable new Public Sector resellers and distributor partners to grow Twilio’s presence in the Healthcare and Life Sciences and Public Sector markets
- Manage a portfolio of International Reseller partners, ensuring effective coverage and support to accelerate local market growth
- Develop strategies to optimize partner performance and drive revenue growth in key international markets
- Shape and manage the future of ISV partnerships for Twilio.org, with the goal of boosting market share and accelerating revenue
- Identify and onboard new co-sell ISV partners, and work closely with them to develop joint go-to-market strategies
- Monitor and report on the performance of all channel partnerships, including revenue, pipeline, and market share growth
- Provide regular updates to senior leadership on the status and impact of channel initiatives
Our take
Traditionally, it has been difficult for businesses to establish communications systems in-house. Twilio was founded from frustration with this expensive and cumbersome process, providing easy-to-use APIs to let businesses send and receive telephone and text communications.
From these beginnings, the company has expanded through acquisitions and product development to provide a suite of services around market data and customer engagement. It is now a market leader in this space, and has developed a customer base of more than 150,000 businesses including enterprise brands such as Deliveroo, Duolingo and Toyota.
With that said, aggressive expansion and lack of maturity in some of its products has impacted the company's efficiency, and like many of its peers it has been forced to restructure heavily to remain competitive. Coming out of this restructuring, the company will focus on profitability, streamlining decision making and R&D to put itself in good stead for future success.
Kirsty
Company Specialist
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2015
$130m
SERIES E
Jun 2013
$70m
SERIES D
Total funding: $250.7m
Company benefits
- Generous annual time off in all countries
- Comprehensive health programs
- Programs to help our employees plan for their retirement needs
- Generous maternity, paternity, and adoption leaves, as well as family medical care leave
- Build and present a Twilio app to earn your Twilio track jacket and receive $30 per month for e-books for continued learning and education
- Variety of snacks, drinks, and catered meals in each of our locations
- Work from home opportunities
Company values
- We are Builders: We love hard problems and believe in the indomitable power of people's ability to create a better world through ingenuity and resourcefulness. We reject the “can’t be done” and believe bold ideas and fearless iteration can resolve the most challenging problems for our customers and the world they operate in
- We are Owners: We take accountability and see things through. We take the long view, sweat the details, and think about how our work makes Twilio better every day. We recognize that we and others do our best work when we feel both empowered and accountable for outcomes
- We are Curious: We see ourselves as works in progress. We know that we don’t have all the answers, humbly seek the truth, and strive to get better every day. As individuals, as a company, and in our products, we seek continual progress over perfection and acknowledge shortcomings as a matter of fact. Progress comes not from avoiding mistakes or hard truths, but in learning from them
- We are Positrons: A positron is a positively charged electron. We are genuinely excited to serve and help others. We believe that positive energy is contagious and caring is critical. We seek to be bright spots for the people around us in every interaction, and we stand up and work for what we believe is good and right for our customers, our company, our communities, and the world at large
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Khozema Shipchandler
(CEO, not founder)Has been at the company since 2018, beginning as CFO then working as COO, President of Communications then CEO. Prior to this, spent 20 years at GE, ultimately as CCO of GE Digital.
People progressing
Joined as a Business Development Representative and promoted to Team Lead Account Representative after 2 years. After four more promotions, Gilmore now works as Senior Manager of Strategic Accounts.
Diversity, Equity & Inclusion at Twilio
- Building diverse teams: We thrive when we welcome a diversity of identities, experiences, and perspectives to the team. We know that building diverse teams requires us to dismantle barriers and address the opportunity gap, and we are driving programs to do just that.
- Creating equitable experiences: Building more diverse teams is only part of the equation. It is equally important that we promote equity within our workplace as well
- Cultivating inclusive environments: Every team member plays a role in fostering an environment that is psychologically safe and inclusive. This is a significant responsibility for our managers and leaders, who hold influence and power. Therefore, we are driving educational and engagement opportunities to activate inclusive leadership behaviors throughout the organization
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