Channel Manager, West

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

📋 Description

• Formulate and implement business plans in collaboration with designated channel partners

• Identify, recruit, and onboard new strategic alliances

• Enhance revenue and pipeline generated by partners

• Establish executive relationships within partner organizations

• Conduct quarterly business reviews and set measurable growth objectives

• Meet quarterly and annual booking and revenue goals

• Develop pipeline opportunities led by partners and work together to identify, qualify, and close enterprise opportunities with partner sales teams

• Expand market share within current accounts while pursuing new logo acquisition

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

• Ensure that partners complete recommended certifications

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

• Encourage the adoption of new products and solution offerings

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

• Develop account strategies for key enterprise clients

• Assist with partner-led opportunity registration and forecasting

• Facilitate executive engagement as necessary

• Create joint marketing plans using MDF and execute campaigns that generate qualified pipeline

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

• Assess ROI on partner marketing investments

• Promote the adoption of Infinidat Partner Program benefits

• Communicate promotions, incentives, and partner programs

• Ensure adherence to channel policies

• Advocate for partner needs internally

⛳️ Requirements

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

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

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

• Track record of consistently surpassing quota

• Exceptional communication skills

• Strong presentation abilities

• Capacity to manage multiple projects and meet deadlines

• Familiarity with CRM software and other sales tools

• All applicants must possess authorization to work in the US

🏝️ Benefits

• Competitive salary and performance-based incentives

• Comprehensive health and wellness benefits

• Opportunities for professional development and career advancement

• Flexible working arrangements