Channel Sales Director

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

📋 Description

• Develop and implement a thorough channel strategy for the Western Region of the Americas.

• Identify, recruit, negotiate with, and onboard promising channel partners.

• Ensure that partners are integrated into Hammerspace's sales processes and tools.

• Design and provide partner training programs, certifications, and enablement resources.

• Create and execute collaborative business plans with partners.

• Coordinate marketing campaigns, demand generation initiatives, and pipeline development goals.

• Monitor partner revenue, bookings, and pipeline velocity metrics.

• Coach partners and implement incentive programs.

• Identify opportunities for geographic and vertical expansion.

• Collaborate with sales, business development, alliances, marketing, product, and customer success teams.

• Achieve and surpass quarterly and annual channel revenue targets.

• Represent Hammerspace at industry events, partner summits, and customer meetings.

• Travel up to 40% throughout the Western Region of the Americas.

• Report directly to the SVP of Global Partnerships & Business Development.

⛳️ Requirements

• Over 10 years of experience in channel sales leadership.

• A minimum of 5 years focused on markets within the Western Region of the Americas.

• Experience in enterprise software, storage, data management, or IT infrastructure solutions.

• Proven success in building and scaling channel programs that generate multi-million-dollar revenue growth.

• Experience with partner ecosystems in storage or data management is highly preferred.

• In-depth understanding of the sales dynamics in the Western Region of the Americas, including industry, cultural, and competitive landscapes.

• Familiarity with enterprise hyperscalers such as OCI, AWS, Azure, and Google Cloud, as well as neoclouds, AI, HPC, and storage technologies including NFS, SMB, and parallel file systems.

• Outstanding relationship-building and negotiation skills.

• Strong analytical skills for forecasting, pipeline management, and ROI analysis.

• Proficiency in Salesforce and channel management platforms like Vartopia, PartnerStack, or Impartner.

• Excellent communication and presentation skills.

• Fluent in English.

• Bachelor’s degree in business, marketing, or a related field.

• A strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a dynamic startup environment.

🏝️ Benefits

• Stock options in a high-growth company.

• Comprehensive health, dental, and vision coverage.

• Life and disability coverage.

• Generous paid time off (PTO).

• Flexibility for remote work.

• 401k plans.

• Flexible time off policies.

• Opportunities for career advancement.

• Ongoing training and participation in industry conferences.

• A supportive environment that emphasizes diversity, inclusion, and employee well-being.