The Role
Provides Salesforce governance, Power BI analytics, pipeline and forecast reporting, process adherence, and temporary inside-sales coverage for Partner Sales Executives. Supports partner and customer engagements, opportunity progression, pricing, demonstrations, approvals, and follow-up during temporary absences. Maintains sales continuity, documents activities, identifies performance and pipeline risks, and coordinates internal teams to support opportunities while preserving assigned relationship ownership.
Summary Generated by Built In
We welcome all interested candidates to apply. Note - internal candidates will receive priority consideration for this opportunity.
The Partner Sales Representative is a hybrid role responsible for strengthening Partner sales execution through Salesforce governance, Power BI analytics, process adherence, and supplemental coverage for Partner Sales Executives (PSEs).
The role is equally divided between:
The Partner Sales Representative is a hybrid role responsible for strengthening Partner sales execution through Salesforce governance, Power BI analytics, process adherence, and supplemental coverage for Partner Sales Executives (PSEs).
The role is equally divided between:
- 50% Sales Operations, Salesforce and Power BI Analytics, and Process Adherence
- 50% Inside Partner and Customer-Facing Sales Overlay
This is an inside role designed to provide consistent operational support and continuity of partner and customer engagement. The individual will have deep knowledge of Intermedia's sales processes and Partner ecosystem, serve as a sales overlay for PSEs, primarily providing coverage when representatives are on PTO, traveling, attending company events, or otherwise unavailable.
The role does not replace the assigned PSE or assume permanent ownership of partner relationships. Its purpose is to maintain responsiveness, advance active opportunities, and prevent sales activity from stalling during temporary coverage periods.
What you'll do
Sales Operations, Salesforce, Power BI Analytics, and Process Adherence — 50%
Salesforce Management and Governance
- Serve as a subject-matter expert for Salesforce opportunity management, sales workflows, forecasting, and reporting.
- Monitor and improve Salesforce data accuracy, completeness, consistency, and timeliness.
- Develop dashboards, reports, alerts, and views that improve seller productivity and leadership visibility.
- Identify gaps in Salesforce adoption and provide coaching, documentation, and corrective recommendations.
- Partner with Sales Operations and Salesforce administrators to recommend system enhancements, workflow improvements, and automation.
- Support user testing and field adoption of Salesforce enhancements and new functionality.
Power BI Analytics and Business Insights
- Develop, maintain, and interpret Power BI dashboards covering pipeline, bookings, revenue, churn, win rates, forecast accuracy, sales activity, and partner performance.
- Translate sales data into concise, actionable recommendations for PSEs, sales leaders, and executive stakeholders.
- Analyze performance by partner, territory, representative, product, customer segment, vertical, and opportunity size.
- Identify performance trends, pipeline risks, conversion gaps, and growth opportunities.
- Reconcile Salesforce and Power BI reporting to ensure consistent data and metric definitions.
- Produce executive reports, partner scorecards, business-review materials, and sales-performance summaries.
- Measure the effectiveness of sales programs, promotions, enablement activities, and partner initiatives.
Sales Process and Operating Discipline
- Support pipeline reviews, forecast inspections, opportunity reviews, and performance discussions.
- Reinforce adherence to established sales stages, qualification requirements, pricing policies, approval processes, and forecasting methodologies.
- Identify opportunities that lack required information, validated next steps, appropriate customer engagement, or sufficient sales activity.
- Develop and maintain sales-process documentation, operating procedures, and reporting standards.
- Support territory planning, partner segmentation, account prioritization, and sales-capacity analysis.
- Identify training and enablement needs based on Salesforce adoption, Power BI analytics, sales performance, and observed process gaps.
- Provide sales leadership with fact-based recommendations to improve pipeline quality, forecast accuracy, conversion, and accountability.
Inside Partner and Customer-Facing Sales Overlay — 50%
PSE Coverage and Sales Continuity
- Provide inside sales coverage for PSEs who are on PTO, traveling, attending company events, or otherwise temporarily unavailable.
- Review coverage plans with PSEs before scheduled absences, including active opportunities, partner priorities, customer commitments, and required follow-up.
- Monitor assigned PSE email, Salesforce tasks, opportunity activity, and documented next steps as permitted during the coverage period.
- Respond promptly to partner and customer questions, requests, and time-sensitive sales needs.
- Maintain deal momentum by coordinating meetings, demonstrations, pricing requests, internal approvals, and follow-up activities.
- Advance active opportunities based on the documented sales strategy without changing account ownership or established partner direction.
- Escalate urgent commercial, technical, operational, or customer-experience issues to the appropriate leader or internal resource.
- Document all partner and customer interactions, decisions, commitments, and next steps in Salesforce.
- Provide the returning PSE with a concise coverage summary, including completed actions, outstanding items, risks, and recommended next steps.
- Ensure a seamless transition back to the assigned PSE following the coverage period.
Partner and Customer Sales Support
- Participate virtually in partner and customer discovery meetings, solution presentations, demonstrations, business reviews, and deal-strategy sessions.
- Support partners and PSEs in developing business cases, value propositions, competitive positioning, and close strategies.
- Help validate customer business drivers, decision criteria, technical requirements, competitive threats, and compelling events.
- Coordinate internal resources—including Solutions Engineering, Product, Marketing, Finance, Legal, and Operations—to support opportunity requirements.
- Assist with pricing requests, proposal development, product questions, sales documentation, and internal approval processes.
- Help partners identify whitespace and cross-sell opportunities within existing customer accounts.
- Provide guidance on opportunity qualification, deal structure, competitive differentiation, and next-step planning.
- Represent partner and customer feedback internally and translate field needs into actionable recommendations.
- Support strategic opportunities from qualification through close while maintaining alignment with the assigned PSE.
Coverage Model and Role Boundaries
- This is an inside role, with partner and customer engagement conducted primarily by phone, email, video conference, and internal collaboration tools.
- The assigned PSE remains the primary relationship owner and retains responsibility for account strategy, territory management, and long-term partner development.
- Coverage assignments are temporary and based on PTO schedules, travel, meetings, events, workload requirements, and business priorities.
- The role is expected to operate from established Salesforce records, opportunity plans, and documented PSE instructions.
- Material changes to pricing strategy, account direction, partner commitments, or opportunity positioning require alignment with the assigned PSE or sales leadership.
- Limited travel may be required for internal meetings, training, or select business events, but routine field travel is not a core requirement.
What you'll bring
- Bachelor’s degree in Business, Finance, Analytics, Sales, Marketing, or a related discipline, or equivalent professional experience.
- Five or more years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support.
- Knowledge of Intermedia sales processes and Partner ecosystem
- Strong working knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data-quality governance.
- Demonstrated experience creating, maintaining, or interpreting Power BI reports and dashboards.
- Experience supporting customers, channel partners, or sales representatives in a remote or inside-sales environment.
- Strong understanding of pipeline management, forecasting, opportunity qualification, and sales-process governance.
- Ability to quickly understand active opportunities and provide effective temporary coverage across multiple PSE territories.
- Advanced Microsoft Excel and PowerPoint skills.
- Strong written, verbal, presentation, and virtual-meeting capabilities.
- Ability to manage multiple priorities and respond effectively to time-sensitive partner and customer needs.
- Ability to influence behavior and reinforce accountability without direct reporting authority.
Preferred Qualifications
- Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization.
- Experience supporting reseller, MSP, or indirect-sales business models.
- Familiarity with recurring-revenue metrics, including MRR, ARR, retention, churn, and customer lifetime value.
- Experience supporting complex, multi-stakeholder sales opportunities.
- Knowledge of consultative selling, value-based selling, and formal opportunity-qualification methodologies.
Diversity, Inclusion, and Equal Opportunity
We hire, promote, and compensate employees based on their ability to perform their job responsibilities, without regard to race, color, creed, religion, sex, gender, marital status, national origin, ancestry, age, citizenship, physical or mental disability, sexual orientation, or any other basis protected by applicable law (collectively referred to in our Code of Conduct as “Protected Classes”). We do not tolerate employment discrimination in the workplace, and we are committed to making reasonable accommodations for identified disabilities or other limitations as required by all applicable laws. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
About
To explore other opportunities check out our careers page: https://www.intermedia.com/about-us/careers
Skills Required
- Bachelor's degree in Business, Finance, Analytics, Sales, Marketing, or a related discipline, or equivalent professional experience
- Five or more years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support
- Knowledge of Intermedia sales processes and Partner ecosystem
- Strong working knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data-quality governance
- Experience creating, maintaining, or interpreting Power BI reports and dashboards
- Experience supporting customers, channel partners, or sales representatives in a remote or inside-sales environment
- Strong understanding of pipeline management, forecasting, opportunity qualification, and sales-process governance
- Ability to quickly understand active opportunities and provide effective temporary coverage across multiple PSE territories
- Advanced Microsoft Excel and PowerPoint skills
- Strong written, verbal, presentation, and virtual-meeting capabilities
- Ability to manage multiple priorities and respond effectively to time-sensitive partner and customer needs
- Ability to influence behavior and reinforce accountability without direct reporting authority
- Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization
- Experience supporting reseller, MSP, or indirect-sales business models
- Familiarity with recurring-revenue metrics, including MRR, ARR, retention, churn, and customer lifetime value
- Experience supporting complex, multi-stakeholder sales opportunities
- Knowledge of consultative selling, value-based selling, and formal opportunity-qualification methodologies
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The Company
What We Do
Intermedia is the cloud communications company that helps over 135,000 businesses connect better – through voice, video conferencing, chat, contact center, business email and productivity, file sharing and backup, security, archiving, and more – from wherever, whenever. We strive to eliminate the need for multiple communications service providers with a seamlessly integrated portfolio of communications and collaboration solutions – all delivered through one highly reliable and secure platform. With month-to-month contract options, one monthly bill, one intuitive point of administrative control, and having been certified by J.D. Power seven times for providing “An Outstanding Customer Service Experience," Intermedia is committed to providing enterprise-grade products to businesses of all sizes through a simple, Worry-Free Experience. As a partner-first company, Intermedia goes to work for over 7,500 channel partners by providing a comprehensive set of programs, resources, and support to help them grow their revenue and maximize their success. Programs include our Customer Ownership Reseller (CORE™) model – which enables partners to resell, package, and manage Intermedia's solutions as if they were their own, while benefiting from highly attractive economic terms and maintaining ownership of their customer relationships – as well as agent models. Intermedia is also proud to be the exclusive cloud communications platform provider for NEC, a leader in global market share for unified communications with an estimated 80+ million business phone users worldwide. Recent Awards: • J.D. Power Certified Assisted Technical Support Program – 2023, 2021, 2020, 2019, 2018, 2017, 2016 • Inc. Magazine’s Best Workplaces of 2021 • PCMag Editor’s Choice – Intermedia Unite • PCMag Editor’s Choice – Intermedia AnyMeeeting • PCMag Editor’s Choice – Intermedia Hosted Exchange • CRN - 5-Star Partner Program - 2023, 2022 • CRN’s Cloud Computing Product of 2022, 2021 – Intermedia Unite
