Our client is a fast-growing, young, award-winning company in the space of cloud storage with high profile investors. They are looking for an enthusiastic individual who would be responsible for developing and managing channel partner relationships in North America.
The Channel Partner Manager works as the primary resource for developing partners and growing relationships and is responsible for educating partners and their sales team on what the company has to offer and how to position the products to the partners’ clients.
The Channel Partner Manager is responsible for driving and delivering sales leads with partners in the channel and working with the sales team to convert this into new business.
Bachelor’s Degree preferred.
Minimum of 5 years’ experience of managing channel partners in a technology environment.
Experience in the technology storage industry and/or in global file systems
Experience facilitating onboarding and enablement activities for channel partners.
Knowledge of software channel ecosystems
Exceptional negotiation, presentation and communication skills.
Build, cultivate, and develop strategic partnerships with VARs, System Integrators and OEMs for the assigned territory.
Develop a solid working knowledge of the products and understand the benefits they will provide to potential customers.
Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction.
Consistently articulate the value proposition to assigned territory partners in order to maintain and increase share of each partner’s business.
Maintain a detailed understanding of assigned partners’ business (growth initiative, strategic focus, investment areas, profitability factors, etc.).
Effectively articulate the requirements, expectations, and benefits of the Partner Program to assigned channel partners.
Coordinate sales activities with partners and resellers to identify and close new business.
Work with Account Executives in territory to connect target partners to meetings.
Initiate phone and email contact with potential prospects from developed web and lead generation lists.
Work on the leads generated by Marketing and the Inside Sales Team to set up additional meetings for the Account Executives.
Coordinate recruitment of new channel partners as required by territory channel planning process.