Varnish Software

• Own the outbound motion into named target accounts across streaming, media, telco, and broadcast • Open doors at companies that don't know they need us yet through cold calls, sharp email, LinkedIn, and creative outbound • Research deeply, then reach out with precision generic outreach doesn't work in this space, and we don't want you doing it • Qualify ruthlessly and then pass real opportunities to your AE • Work shoulder-to-shoulder with sales leadership and engineering your feedback shapes our GTM motion, not the other way around

• Identify, recruit, and negotiate agreements with strategic reseller partners across North America. • Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools. • Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions. • Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets. • Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship. • Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success. • Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.