Sales, Channel - National Partners

Meter; San Francisco (CA); On-site; USD 132,000 - 180,000; Full time

Job summary

Meter seeks a strategic Partnerships professional to drive revenue through national VARs, aligning sales, engineering, and services to expand Meter’s reach. You will cultivate high-potential partner relationships and create scalable programs that convert opportunities into revenue across top partners.

You will manage joint business plans, track performance, and collaborate with marketing on co-marketing activities, travel for in-person engagement, and accelerate deal progression.

Qualifications

• Deep experience working with national VARs and partner ecosystems.
• Proven track record of generating partner-sourced revenue at scale.
• Ability to design and execute tiered partner strategies across multiple relationships.

Responsibilities

• Collaborate with Enterprise and Major Account teams to manage VAR-sourced opportunities from qualification to close.
• Support VAR sellers and technical architects during discovery, design discussions, and deployment planning.
• Deliver enablement sessions across partner regions, practices, and campaigns to grow pipeline.

Skills

Partner management

Sales enablement

Strategic planning

Stakeholder management

Job description

The largest solution providers in the industry (WWT, CDW, Presidio, ePlus, Insight, SHI, Trace3 and others) are trusted by enterprises and public sector organizations to design, deploy, and manage their technology environments. These partners influence billions of dollars in technology decisions each year and are uniquely positioned to bring Meter's networking platform to the accounts that need it most.

Legacy networking vendors rely on fragmented hardware and software stacks that create operational complexity for both VAR sellers and their customers. Meter's full-stack, subscription-based networking solution aligns with how national VARs sell outcomes, and simplifies how organizations design, deploy, and operate their networks.

Your primary goal is to build high-performing partnerships across the national VAR landscape that drive consistent partner-sourced revenue. You will deepen Meter's presence within the sales, engineering, and services teams at our top VAR partners and turn that alignment into qualified pipeline and closed business.

What success looks like

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.

Who you are

You have deep experience working across national VARs (WWT, CDW, Presidio, ePlus, Insight, SHI, Trace3 or similar) and understand both their seller-led and architect-led motions.

You have a strong track record of building partner-sourced revenue at scale across multiple, complex partner organizations simultaneously.

You know how to prioritize across a broad portfolio of relationships and can develop a tiered strategy that drives outsized results from the highest-potential partners without losing momentum elsewhere.

You are comfortable with technical concepts, can quickly learn networking fundamentals, and can communicate them clearly to both sales and engineering audiences.

You can build trust quickly with stakeholders at all levels and influence decisions through clear, credible communication.

You have a high sense of urgency and focus on activities that move opportunities forward.

You enjoy travel and value in-person relationship building as a core part of partner success.

You are comfortable in the ambiguity of early-stage go-to-market and can bring structure and repeatability to a fast-moving channel model.

Why Meter?

The internet runs the world. Every email you send, purchase you make, video call you join - it's all packets flowing through networks. But those networks haven't changed for decades. They're brittle, complex, and surprisingly hard to set up in an enterprise space.

We started Meter to build better networks. We had to build everything from the ground-up: designing and building our own enterprise hardware, intuitive software, and streamlined operations to deliver great outcomes for our customers. Today, we build and deploy these networks at scale. Ambitious companies and enduring institutions like Bridgewater, Lyft, Reddit, rely on Meter to keep their thousands of employees and locations online and productive.

Our bet with Meter is simple: we will all use the internet more than we do today. We believe we have the definitive networking stack in place to enable business to do so as seamlessly and reliably as any modern utility.

Compensation

The estimated salary range for this role is $132,000 - $180,000.

Additionally, this role is eligible to participate in Meter's equity plan.