Summary
Overview
Work History
Education
Skills
Timeline
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James "Will" Steiner

Lake Arrowhead,CA

Summary

Strategic Sales Engineering Leader with 30+ years in Customer Experience, now focused on enabling growth through channel partners and indirect sales strategies. Proven success building partner technical enablement programs, co-selling with VARs/MSPs, and designing scalable architectures that support multi-tier distribution. Adept at aligning go-to-market strategy with Channel KPIs while maintaining technical excellence and customer-first outcomes.

Overview

24
24
years of professional experience

Work History

Manager, Sales Engineering - West & Central (Channel & Strategic)

8x8, Inc.
San Jose, USA
01.2023 - Current
  • Lead technical enablement for Channel partners across Western and Central U.S., improving partner readiness and increasing deal velocity.
  • Collaborate with Partner Account Managers to deliver co-branded solutions that address vertical-specific CX challenges.
  • Implemented scalable partner onboarding frameworks, reducing time-to-first-deal by 30%.
  • Drive accountability and forecasting accuracy through alignment of SE activities with partner pipeline metrics.

Lead Sales Engineer - Strategic & Channel Accounts

8x8, Inc.
San Jose, USA
04.2020 - 01.2023
  • Served as trusted technical advisor for national VARs and strategic partners, contributing to double-digit partner-driven MRR growth.
  • Conducted partner-facing workshops and technical bootcamps, enhancing partner autonomy in presales motions.
  • Supported complex, multi-site deployments involving joint efforts between partners, end customers, and 8x8 teams.

Senior Sales Engineer / Sales Engineer, Enterprise

8x8, Inc.
San Jose, USA
01.2016 - 04.2020
  • Delivered architectural support across high-value enterprise deals, many sourced via Channel.
  • Provided field enablement for partner-led engagements, creating reusable demo assets and RFP responses.

Network Services Specialist

BluePrint Technologies, Inc.
Irvine, USA
04.2013 - 12.2015
  • Collaborated with system integrators and solution providers to deliver managed network services.
  • Acted as technical liaison for reseller partners delivering SD-WAN and IP transport offerings.

Solution Architect (Contract)

PSI Network, Inc.
Mission Viejo, USA
07.2001 - 04.2014
  • Provided presales architecture and partner technical support for multi-vendor solution bundles.
  • Supported indirect sales teams on bids involving voice, data, and network design.

Senior Account Manager

KTS Network Solutions, Inc.
Los Alamitos, USA
07.2006 - 11.2009
  • Built and managed a portfolio of Channel partners, overseeing co-selling and technical enablement initiatives.

Account Sales Manager

Access Network Solutions, Inc.
Santa Fe Springs, USA
07.2001 - 07.2006
  • Delivered voice/data services through reseller relationships and managed end-to-end partner support for enterprise bids.

Education

Bachelor of Science - Computer Engineering

California State University, Long Beach
Long Beach, CA
06-1998

Skills

  • Channel enablement and program development
  • Partner sales support
  • Indirect sales strategy
  • Co-selling collaboration
  • Partner relationship management
  • Distributor and reseller engagement
  • Customer-facing technical expertise in AI, CX, UC, analytics, WFM, and WFO
  • Effective presentations

Timeline

Manager, Sales Engineering - West & Central (Channel & Strategic)

8x8, Inc.
01.2023 - Current

Lead Sales Engineer - Strategic & Channel Accounts

8x8, Inc.
04.2020 - 01.2023

Senior Sales Engineer / Sales Engineer, Enterprise

8x8, Inc.
01.2016 - 04.2020

Network Services Specialist

BluePrint Technologies, Inc.
04.2013 - 12.2015

Senior Account Manager

KTS Network Solutions, Inc.
07.2006 - 11.2009

Solution Architect (Contract)

PSI Network, Inc.
07.2001 - 04.2014

Account Sales Manager

Access Network Solutions, Inc.
07.2001 - 07.2006

Bachelor of Science - Computer Engineering

California State University, Long Beach

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