Channel Sales Manager

Western US Region Channel Sales Manager

Our client in the File Storage / Cloud vertical has an opening for an experienced and well-connected Channel Sales Professional.

Your well-developed relationships, throughout the Western US Sales territory with regional and locally based Channel Partners, is the currency required to achieve success.

Knowledge of the data storage, both physical and virtual data center and infrastructure competitive landscape, is required.

This is an exciting role for an experienced Channel selling Pro who wants autonomy to leverage their established relationships to assist the sales and sales leadership to create qualified new pipeline resulting in closed new logo business!

Expectations

• Act as the CEO of your Territory
• Follow our clients sales process focused on selling specific business value
• Maintain a dynamic list of targeted accounts (20 at a time) that you will actively prospect into that generates opportunities that result in purchase orders
• Exceed your new ARR bookings each quarter (new, up-sell, cross-sell)
• Minimum of $200,000 each quarter
• Current expectation for mature AE is $1M annually
• Work with Account Executives and Sales Engineers to source new account via a key channel partners in your territory
• Provide accurate weekly revenue forecasts

Experience, Attributes and Proficiencies

7+ years of selling data infrastructure solutions into large accounts

Preferable if experience selling to AEC and Manufacturing customers

Aptitude to act as the CEO of your territory

Significant , recent direct customer relationships with target customers in the geography where you can get a meeting based on your relationship / brand

AEC Customers

Manufacturing Customers

Customers with users spread across 5+ sites whose mission critical applications use SMB storage

Customers with large NetApp and Isilon storage estates

Knowledge customer solutions, issues / pain points and opportunities to improve key solution stacks

BC / DR and recovery

Ransomware recovery

Snapshots and Archive

Data classification, data movement and tiering

Significant relationships with channel sellers who supply infrastructure (hardware and software) to these target customers

Focus in on relationships with sellers within the channel who can help you get meetings with new customers

Track record of success opening new account territories (greenfield) and driving new account revenues

Willingness, desire and a track record of driving significant new account prospecting activities with little support or brand recognition

Challenger mentality that will drive customers to move from status quo to a new technology

• Strong sales mechanics and willingness to become an expert at executing our client’s sales process
• This is critical, we are interested in sellers who will embrace a very specific sales process that we know creates successStrong closing skills with the ability to create compelling events and deliver impactful business value analysis reports

Willingness and discipline to maintain a daily, detailed record of all sales activity in CRM