Channel Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Formulate and implement business strategies with designated channel partners

• Identify, recruit, and onboard new strategic alliances

• Enhance pipeline and revenue generated by partners

• Cultivate executive relationships within partner organizations

• Conduct quarterly business evaluations and set measurable growth targets

• Meet quarterly and yearly booking and revenue goals

• Develop pipeline opportunities led by partners, and collaboratively identify, qualify, and close enterprise deals

• Expand market share within current accounts while driving the acquisition of new clients

• Provide training for partner sales, technical, and executive teams on Infinidat solutions

• Ensure partners fulfill recommended certification requirements

• Organize workshops, lunch-and-learns, webinars, and executive briefings

• Encourage the adoption of new products and solution offerings

• Work collaboratively with Regional Sales Managers, Sales Engineers, Marketing, and Customer Success teams

• Formulate account strategies for key enterprise clients

• Assist with partner-led opportunity registration and forecasting

• Facilitate executive involvement when necessary

• Create joint marketing plans utilizing Marketing Development Funds (MDF)

• Implement campaigns that generate qualified leads

• Coordinate partner involvement in trade shows, customer events, webinars, and executive roundtables

• Assess ROI on partner marketing expenditures

• Promote the adoption of benefits from the Infinidat Partner Program

• Communicate promotions, incentives, and partner programs

• Ensure adherence to channel policies

• Advocate for partner needs within the organization

• Represent Infinidat, a Lenovo company, which offers enterprise storage, data protection, disaster recovery, business continuity, and cyber resilience solutions

⛳️ Requirements

• 5–10+ years of experience in enterprise technology channel sales

• Proven experience selling through VARs, Solution Providers, Systems Integrators, or Distribution

• Background in enterprise storage, backup, cybersecurity, infrastructure, cloud, or data center technologies

• Track record of consistently surpassing sales quotas

• Exceptional communication skills

• Strong presentation capabilities

• Ability to juggle multiple projects and meet deadlines

• Familiarity with CRM software and other sales tools

• All candidates must be authorized to work in the US

🏝️ Benefits

• Competitive salary and performance-based bonuses

• Comprehensive health and wellness benefits

• Opportunities for professional development and career advancement

• Flexible working arrangements

• Access to cutting-edge technology and resources