This role will be successful by driving incremental pipeline, deal registration activity, and substantial closed-won revenue through VAR-led opportunities, ultimately establishing Meter as a strategic networking partner across the national VAR community.
You’ll quickly align with our Enterprise and Majors salesforce to identify where our top VAR partners are engaged with open opportunities or cover territories where they have a major presence. You’ll build a consistent motion across partners rather than a one-off playbook, and develop a tiered approach that prioritizes the highest-potential relationships while maintaining broad coverage.
You’ll deepen relationships with account teams, technical architects, and leadership at WWT, CDW, Presidio, ePlus, Insight, SHI, Trace3 and emerging partners, driving awareness, adoption, and credibility by articulating how Meter’s unified hardware, software, and operations create superior results for enterprise customers.
Through these relationships, you will identify high-fit customers across each partner’s book of business, create early success stories that demonstrate measurable outcomes, and build repeatable frameworks that allow each partnership to scale.
Over time, you will own the national VAR partner strategy and help drive the long-term roadmap for how Meter goes to market through the solution provider ecosystem.
What your day-to-day will look like
•
Partner closely with Meter’s Enterprise and Major Account teams to manage VAR-sourced opportunities from qualification to close.
•
Support VAR sellers and technical architects during opportunity discovery, network design discussions, quoting, and deployment planning.
•
Deliver ongoing enablement sessions across partner regions and practices, focusing on how Meter solves operational and lifecycle challenges for enterprise customers.
•
Meet regularly with leadership, partner management, and engineering groups at each priority VAR to maintain alignment and uncover new opportunities.
•
Build and execute joint business plans with each major partner, including pipeline targets, enablement calendars, and co-marketing activities.
•
Participate in partner-hosted customer events, workshops, briefings, and technology center sessions to increase visibility and pipeline creation.
•
Collaborate with Partner Marketing and Partner Enablement on joint campaigns, training programs, and incentives that drive activity and engagement across the VAR landscape.
•
Track partner performance by account, forecast accurately, and remove operational blockers to ensure deals progress smoothly.