Vice President, Partner Sales

Aeris Communications; Santa Clara (CA); Sur place; USD 225 000 - 250 000; Plein temps

Résumé du poste

Aeris is seeking a leadership-focused executive to turn strategic partnerships into a scalable, forecastable revenue channel. You will guide partner alliances, drive joint value propositions, and shape the go-to-market with security- and IoT-focused partners.

This role reports to executive leadership and demands hands-on deal leadership and team building. In this role, you will build a reseller ecosystem, align product integrations with future deal waves, and work across sales, security

Qualifications

• Security industry background with SASE/SSE depth.
• Built a co-sell/alliance/ISV channel into revenue.
• Led multi-stakeholder deals including procurement and legal.
• Experience hiring, coaching and retaining quota-carrying sellers.
• Credible with partner sales engineers and customer architects.
• Created new processes when none existed.

Responsabilités

• Own partner sourced pipeline and revenue across technology alliances.
• Define and manage a co-sell motion with top SASE and security partners.
• Collaborate with field and partners to drive key deals to close.
• Build and manage a focused reseller channel for local closures.
• Lead and grow a team of co-sell professionals based on results.
• Partner with Product on integrations for future deal waves.

Connaissances

Security industry background

Partner channel

Enterprise deal leadership

People leadership

Technical credibility

Builder mindset

Description du poste

Aeris is the secure connectivity platform for Physical AI and intelligent IoT devices. It caters to connected cars, drones, autonomous mobility, robotics, utilities, energy, fleet management, logistics, medical devices, and manufacturing. Aeris serves over 7,000 enterprise customers and connects more than 115 million devices worldwide, including 41 million connected vehicles, supported by an ecosystem of 30+ mobile network operators. Enterprises rely on Aeris for the borderless connectivity, embedded security, observability, and proven scale that mission critical Physical AI programs demand.

Role Overview

Most enterprise devices will never sit behind a traditional network edge. Aeris and leading security partners are solving that together: our IoT Accelerator Platform and Watchtower security integrate with partner security stacks to deliver SASE over cellular. The partnerships are live, the integrations are built, and early deals are closing.

Now we need the leader who turns them into a scaled, forecastable revenue channel. This is a build with a head start: real partners, real product, a team in place, and executive and board visibility from day one.

Key Responsibilities

• The number. Partner sourced pipeline and revenue across technology alliances, including deals fulfilled through resellers.
• The co-sell motion. Joint value proposition, target accounts, deal registration, and hand off rules with leading SASE, security, and global systems integrator partners.
• T he field. Get Aeris written into partner field plays so partner sellers bring us in unprompted, and work key deals yourself alongside partner sellers and customers.
• Fulfillment. Build a focused reseller channel for the deals that need a local partner to close.
• T he team. Lead and grow a team of co-sell professionals as results prove out.
• The roadmap. Partner with Product on the integrations the next wave of deals depends on.

Qualifications

• Security industry background. You have sold security, led security sellers, or run a security alliance, with real SASE or SSE depth.
• A partner channel that carried a number. You built a co-sell, alliance, or ISV business from an early base into a material revenue contributor. Not partner marketing or administration.
• Hands on enterprise deal leadership. Multi stakeholder deals, technical evaluations, procurement, and legal negotiation.
• People leadership. You have hired, coached, and retained quota carrying sellers or partner managers.
• Technical credibility. Partner sales engineers and customer architects take you seriously.
• Builder mindset. You create the process when it does not exist yet.

Nice to Have

• Established relationships in major SASE and security partner ecosystems
• Practice level partnerships with global systems integrators
• IoT, cellular, or telecom experience

WHAT SUCCESS LOOKS LIKE

• First 90 days: an agreed partner sales plan, a documented co-sell motion with a major security partner, and measurable new pipeline.
• Year one: a forecastable alliance channel, Aeris built into partner field plays, and a team staffed and producing.

WHY AERIS

• Whitespace. A joint offer the largest security vendors cannot deliver on their own.
• Ownership. Build the channel and the team, rather than inherit them.
• Visibility. Report to the CCO, with a direct line to the executive team and board.

LOCATION, TRAVEL, AND PAY

In office in Chicago, IL or Santa Clara, CA. Up to 40% travel, including international.
Aeris is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

As part of our hiring process, Aeris may conduct background checks to verify the information provided in your application and assess your suitability for the role. The scope and type of checks will comply with the applicable laws and regulations of the country where the position is based. Additional detail will be provided via the formal application process.

The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may also be modified in the future. An employee's position within the salary range will be based on several factors including, but not limited to: relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.

Base pay range: $225,000 to $250,000, plus bonus and equity eligibility, and a competitive benefits package.

The pay range for this role is:

225,000 - 250,000 USD per year (Chicago)

225,000 - 250,000 USD per year (Santa Clara)