About the Client:
Our client is a Vancouver based cloud fax company, founder owned and in the fax business for more than 30 years. Around 20 people, roughly $6M in annual recurring revenue, and a customer base concentrated in healthcare, legal, and insurance, where fax remains the entrenched workflow for moving critical documents.
The product has evolved from fax hardware and telecom minutes into an API driven cloud service with integrations into Zoom, Microsoft Teams, Webex, and a white label UCaaS platform with more than 7 million end users. Zoom resells the service and brings them into enterprise deals, including major hospital systems. More than 90 percent of new business comes through channel partners: hundreds of resellers, from $250 a month MSPs to accounts producing more than $12,000 in monthly recurring revenue.
The Opportunity:
The market is consolidating in their favor. Copper lines are being decommissioned, hospitals want their on premise fax servers gone, and Canada scrapped its $250M+ PrescribeIT program this February after five years because fax workflows would not move.
Meanwhile the channel has turned competitive: ecosystem platforms list multiple fax vendors, a tier one partner just exited voice services, and a new North American distribution agreement is waiting to be activated.
This role owns the day to day relationship with the channel. Sign and onboard new resellers. Keep the company front of mind inside each ecosystem so partners push this solution instead of the four others on the platform.
Bring the fax expertise partners do not have: when a UCaaS partner lands a $10K MRR deal, this person walks in, talks workflows, and pushes the deal forward on the partner's paper.
The goal is to double net new revenue next year. This is not a lead generation or cold calling role. It is a builder's role at a 20 person company with room to grow into more.
The Skills/Requirement Needed to Succeed:
- You have carried a channel number at a smaller UCaaS, Document Management, Telecom, or MSP business, somewhere in the $5M to $10M range.
- You have signed resellers, onboarded them, and supported partner sourced deals through long cycles, up to a year for enterprise.
- You can hold a technical conversation about telecom and fax workflows, porting, and customization, because these buyers know their pain points in detail.
- You are structured and self directed: you decide what matters this week without being told, and you can show the numbers behind your last three years (quota attainment, T4 history, revenue growth, partners signed).
- You're able to commute to an office in Vancouver 2 - 3 days/week.
Martyn Bassett Associates:
Martyn Bassett Associates is a team of recruiters solving the ambitious goals of startups and scale-ups by recruiting world-class sales, marketing, and product management talent who deliver growth and scale. We’ve helped over 1500 candidates land their next big opportunity at companies like Shopify, Extreme Networks, Wattpad, Loopio, Readdle, ClearCo, Workleap, Invicti, Resolve Pay, The Herjavec Group, GE Energy, GE Health, Enable, RBC Ventures, Unibuddy, Cognota, Thalmic Labs (now Google Glass), Eloqua (now Oracle Marketing Cloud) to name a few.
