Solutions Architect – Reston, Virginia, US

What’s happening?

Videxio and Pexip are merging, creating an exciting technology leader that is poised for accelerated growth. To fuel and capture this growth, we are expanding our sales and engineering presence in the Americas. We are looking for passionate, high-performance solutions architect professionals to help customers overcome collaboration challenges brought on by video platforms that do not natively work together, and to help organizations enable their mobile and distributed workforces to be productive wherever they are, working on the device of their choice.

What’s the Opportunity? 

Pexip is looking for an experienced Solutions Architect to be based out of our Reston, VA office. The Architect will serve as a technical member of a sales team and be responsible for giving technical presentations/deep dive sessions, conducting training classes for partners and customers, installing and maintaining proof of concept deployments, and serving as an ongoing technical liaison to customers. In addition, Solutions Architects help with market research and working with Pexip’s R&D team to quantify product changes to assist with customer needs.

This individual must be highly energetic, a self-starter, and customer focused. They must be outgoing and able to speak to both technically-minded and C-level business-focused individuals within the customer and partner base.

The solutions Architect will report to the Vice President of Architecture. The position is based out of the Reston, VA office. Some domestic and international travel is required on an “as needed” basis based on customer and opportunity requirements (up to 30%).

Role and Responsibilities 

Some of the responsibilities for the position include:

  • Prepare and deliver technical presentations explaining Pexip products and services to customers and prospective customers
  • Work with customers to explain and help integrate Pexip Infinity with other portions of the customer communications and collaboration stack
  • Work with customers to identify existing problems and help evaluate possible solutions
  • Closely collaborate with sales teams to understand customer requirements and provide sales support
  • Assist sales teams in opportunity qualification to determine which should move to Proof of Concept
  • Secure and renew orders; maintain close contact throughout the entirety of the customer relationship to provide technical and roadmap updates
  • Work with customers to identify areas of product improvement and relay those needs to the internal product and development teams
  • Help clients solve problems with installed equipment
  • Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
  • Conduct and maintain competitive research and knowledge around the Unified Communications and Collaboration market

Required Qualifications

  • Bachelor’ s degree required
  • 7+ years relevant experience in sales engineering or solutions architecture
  • Good technical understanding of Microsoft, Google, Cisco, Avaya, Polycom, Zoom, BlueJeans, and other related partners/competitors in the visual collaboration landscape
  • Good technical understanding of virtualization technologies, e.g. VMWare, Hyper-V is a plus
  • Proven track record in software sales and have sound knowledge of technology
  • Must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base
  • Ability to rely on experience and sound judgment to plan and accomplish goals
  • Ability to juggle a variety of complicated tasks, and be comfortable working independently with remote support
  • Display extremely strong analytical, verbal and written communication skills
  • Possess strong presentation skills and be very comfortable presenting to groups of cross-functional clients (business and technology)
  • Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches
  • 100% professional and can patiently and effectively communicate complex concepts to audiences with varying skill levels, in person, on the phone, and via email
  • Highly self-motivated and organized individual that has excellent project and task management skills
  • Must be able to prioritize effectively

Responsibilities and requirements are subject to change based on business needs.

Working Conditions

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand, walk, or sit for extended periods of time; use hands to finger, handle or feel; reach with hands and arms; bend; climb stairs; see; and talk or hear. The employee must occasionally lift, carry and/or move up to forty (40) pounds.

Apply here

Service Provider Sales Director – New York City, US

What’s happening?

The companies Videxio and Pexip are merging, creating an exciting technology leader that is poised for accelerated growth. To fuel and capture this growth, we are expanding our sales and engineering presence in the Americas. We are looking for passionate, high-performing enterprise sales professionals to help customers overcome collaboration challenges brought on by video platforms that do not natively work together and to help organizations enable their mobile and distributed workforces to be productive wherever they are, working on the device of their choice.

What’s the opportunity?

We are currently looking for a Service Provider Sales Director. The role will be responsible for managing and maintaining existing relationships with Pexip Service Providers (SP’s) as well as growing revenue from Pexip SP’s via ‘net new’ logo acquisitions and growth of existing SP’s.  These Services Providers have used Pexip’s unique video conferencing and collaboration products and API’s to create their own products, which they sell as a service.

The Service Provider Sales Director is an overlay function, whereby they partner with Regional Sales Managers, and are involved in all aspects of the opportunity.  This role will be responsible for Service Provider sales in the Americas and is part of a global team led by our Senior Director of Worldwide Service Providers.

This Service Provider Team has access to 15+ global sales managers, all selling Service Provider license agreements and has a talented team of individuals within the Sales Engineering team providing end-to-end technical sales assistance.

The SP Team has a huge growth potential, building on several years of success.  As part of this organization, you will be responsible for growth and retention, of our Service Provider partners, which represent roughly 25% of Pexip’s total revenues.

The ideal candidate is a highly energetic, partner focused self-starter, who is interested in developing, enabling and growing a channel of Service Providers.

Candidates must have a proven track record of managing and enabling a channel of relevant partners such as Conferencing and Collaboration Solutions Providers, Service Providers, Managed Services Providers, Cloud Solution Providers, Telco’s/Carriers, Contact Center Providers and AV Resellers. Experience in video conferencing and collaboration industry required. Experience in Enterprise software or SaaS sales a plus.

The Service Provider Sales Director will report to the President of Sales – Americas and is part of a global team led by our Senior Director of Worldwide Service Providers. The position is based out of our New York City office. Candidates must already live in the New York area. However, this position will require domestic (and occasional international) travel based on partner and marketing event requirements (up to 50%).           

What are the responsibilities of the role?

  •         Identify and target new Service Providers prospects
  •         Enable and train the Pexip sales team with SP product collateral, messaging, statistical analysis, roadmap knowledge and clear commercial modelling per customer
  •         In partnership with the Regional Sales Managers, identify, engage and qualify SP prospects
  •         Lead contract negotiations with the Service Providers prospects
  •         Further develop existing SP’s partners (Grow Capacity, facilitate new solutions)
  •         Drive annual renewals to the Pexip Service Provider Program (with administrative support provided)
  •         Work closely with sales teams to deliver quarterly and annual Provider channel sales targets
  •         Establish and nurture relationships with the management team of targeted Service Providers
  •         Deliver the complete messaging directly to a Service Providers, while acquiring the relevant customer intelligence to best shape an offer, while also understanding the threats and opportunities in each case
  •         Facilitate technical training for the appropriate individuals inside each SP
  •         Proactively meet with partners to understand and address their needs on an ongoing basis
  •         Manage potential channel conflict through positive, open, and honest communication between organizations; foster productive communication both internally and externally
  •         Ensure SP compliance with our agreements
  •         Drive adoption and usage of the Pexip Infinity platform within the SP accounts
  •         Maintain SP / SP Prospect data in the company’s Salesforce.Com CRM system

What do I need to have to be successful?

  •         Bachelor’s Degree from an accredited university
  •         Five or more years of related job experience in a channels/business development role
  •         Existing relationships with partners including: Conferencing and Collaboration Solutions Providers, and other Service Providers, Carriers and AV Resellers
  •         A strong sales track record of launching SP-focused channel sales programs with long complex sales cycles
  •         Proven ability to structure and execute complex strategic partnerships that drive substantial revenues
  •         Experience in video conferencing and collaboration industry required
  •         Display extremely strong analytical, verbal and written communication skills.
  •         Very comfortable presenting to groups of cross-functional executives. This position will regularly interact with the CxOs and other senior leadership and requires executive presence.
  •         Demonstrated ability to think and plan strategically
  •         Expertise in strategic partnership structures, contract negotiation and deal closing
  •         Experience in deal ARR (Annual Recurring Revenue) sizes up to $1 million+ and 6 to 12-month sales cycles
  •         Ability to meet deadlines
  •         Ability to work closely with an extended Sales Team of all abilities
  •         Ability to manage multiple projects in a fast-paced environment
  •         Ability to take initiative/be self-motivated and driven
  •         Experience working collaboratively with multiple cross-functional teams to design and implement effective business proposals
  •         Proficient with MS Office tools
  •         Experience in Enterprise software sales a plus
  •         Spanish and/or French language skills are a plus

Responsibilities and requirements are subject to change based on business needs.

 

What do we offer?

Pexip offers an exciting growth opportunity for a sales professional. Surrounded with like-minded, passionate teammates with a drive to be successful, we are building something great by helping organizations achieve their collaboration goals and objectives. We offer a competitive salary and benefits package including Health, Dental, Vision, Life Insurance, Short- & Long-Term Disability, and an Employee Stock Option Plan.

How do I apply?

Send a cover note and CV or LinkedIn profile to russell@pexip.com. Please include the job title in the subject line.

Contact Information

For more information about the position, contact Russell Bigg, Senior Director of Worldwide Service Providers. Mobile: +44(0)7778508701 E-mail: russell@pexip.com.

About Pexip

Founded in 2012 and privately owned, Pexip enables enterprises and organizations to provide video-based communication and collaboration to all employees.

The Pexip Infinity cloud enterprise application enables seamless collaboration between incompatible video and audio technologies such as professional video conferencing, Skype for Business, Google Hangouts Meet, and WebRTC. The platform provides unmatched capacity and interoperability and is designed for deployment in clouds such as Microsoft Azure, AWS, or Google Cloud Platform, and can even be deployed on-premises in an organization’s data center.

Pexip Infinity is used by enterprises in a variety of industries worldwide, and the technology powers several cloud video conferencing services. The company was the Global Video Conferencing Technology Innovation Award winner by Frost & Sullivan in 2016 and was named a Cool Vendor in Unified Communications and Collaboration by Gartner in May 2018. Pexip Infinity is certified by Microsoft as an interoperability solution for Microsoft Teams and Skype for Business Server, and by Google Cloud as an interoperability solution for Google Hangouts Meet.

To learn more, visit pexip.com

About Videxio

Videxio is a video service provider. Through our reseller partners, we make it easy for organizations of any size to use professional video communications. The unique architecture and operation of Videxio’s cloud-based service allows individual users and businesses to be operational in minutes. Videxio has head office locations in Oslo, Norway, and Reston, VA, USA and sales offices across the world.

To learn more, visit videxio.com.

 

In October 2018, Pexip announced it will merge with Videxio and use the name Pexip for its combined operations, scheduled to commence from Jan 1, 2019.

Solutions Sales Engineer – US Northeast

Pexip is looking for an experienced Sales Engineer, to be based out of our NYC office. The SE will serve as a technical member of a sales team and be responsible for giving technical presentations/deep dive sessions, conducting training classes for partners and customers, installing and maintaining proof of concept deployments, and serving as an ongoing technical liaison to customers. In addition, sales engineers help with market research and working with Pexip’ s R&D team to quantify product changes to assist with customer needs.

Apply for this job (third party site)

This individual must be highly energetic, a self-starter, and customer focused. They must be outgoing and able to speak to both technically minded and C-level business focused individuals within the customer and partner base.

The Sales Engineer will report to the Vice President of Sales – Americas. The position is based out of the NYC office, and candidates must live in this area already. However, this position will require domestic and occasional international travel on an ” as needed” basis based on customer and opportunity requirements (up to 30%).

Role and Responsibilities

Some of the responsibilities for the position include:

  • Prepare and deliver technical presentations explaining Pexip products and services to customers and prospective customers
  • Work with customers to explain and help integrate Pexip Infinity with other portions of the customer communications and collaboration stack
  • Work with customers to identify existing problems and help evaluate possible solutions
  • Closely collaborate with sales teams to understand customer requirements and provide sales support
  • Assist sales teams in opportunity qualification to determine which should move to Proof of Concept
  • Secure and renew orders; maintain close contact throughout the entirety of the customer relationship to provide technical and roadmap updates
  • Work with customers to identify areas of product improvement and relay those needs to the internal product and development teams
  • Help clients solve problems with installed equipment
  • Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
  • Conduct and maintain competitive research and knowledge around the Unified Communications and Collaboration market

Required Qualifications

PLEASE DO NOT APPLY IF YOU DO NOT HAVE THE QUALIFICATIONS BELOW:

  • Bachelor’ s degree required
  • 7+ years relevant experience in sales engineering or solutions architecture
  • Good technical understanding of Microsoft, Google, Cisco, Avaya, Polycom, Zoom, BlueJeans, and other related partners/competitors in the visual collaboration landscape
  • Good technical understanding of virtualization technologies, e.g. VMWare, Hyper-V is a plus
  • Proven track record in software sales and have sound knowledge of technology
  • Must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base
  • Ability to rely on experience and sound judgment to plan and accomplish goals
  • Ability to juggle a variety of complicated tasks, and be comfortable working independently with remote support
  • Display extremely strong analytical, verbal and written communication skills
  • Possess strong presentation skills and be very comfortable presenting to groups of cross-functional clients (business and technology)
  • Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches
  • 100% professional and can patiently and effectively communicate complex concepts to audiences with varying skill levels, in person, on the phone, and via email
  • Highly self-motivated and organized individual that has excellent project and task management skills
  • Must be able to prioritize effectively

Responsibilities and requirements are subject to change based on business needs

Working Conditions

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand, walk, or sit for extended periods of time; use hands to finger, handle or feel; reach with hands and arms; bend; climb stairs; see; and talk or hear. The employee must occasionally lift, carry and/or move up to forty (40) pounds.

Apply for this job (third party site)