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Director of Channel


140 to 150k + Commissions

Position Description Responsible for building strategy/programs targeting several SI (Systems Integrator), ISV (Independent Software Vendor), VAR (Value-added Reseller) and/or OEM (Original Equipment Manufacturer) centric partners. The Channel Sales Manager will report to the Chief Sales Officer and consistently communicate with Direct Sales, Sales Engineering and Executive teams on strategy development for the channel segment. The Channel Sales Manager must understand, negotiate, and balance the needs for partnerships. You will be accountable for building partner programs to facilitate repeatable and profitable solutions across our service portfolio. This position will be directly responsible for revenue/demand generation across the channel segment. Responsibilities: • 5+ years in Channel Sales, Data Center Sales, Master Agents, VARs, MSPs, and CSPs. • Strong understanding and successful experience in building channels and strategic partnerships at the CXO level within partner organizations. • Experience developing highly productive reseller and referral partner relationships so that partners become self-sufficient in marketing and selling our product portfolio. • Significant years of inside and outside sales experience with IT managed services/solutions, infrastructure/network products, cloud computing or co-location providers. • Proven track record of initiating and successfully driving new business opportunities. • Demonstrated consistent quota achievements in Technology/Data Center Sales. • Consultative selling approach, high energy, strong prospecting, qualifying and closing skills. • Excellent communication skills (oral, written and presentation) with strong time management skills. • Bachelor’s degree in Business Administration, Technology, Engineering, or related discipline. • This position may require up to 25% travel. Knowledge, Skills, and Abilities: • Aggressively develop and manage a Master Agent pipeline of prospective reseller partnerships with a proactive approach to establish revenue generating strategic channel partners. • Source, structure and negotiate significant and complex relationships to increase penetration. • Create deal profitability analysis, define partnership scope, and coordinate with all internal teams to bring the partnership to fruition. • Provide strategic analysis on complex technical issues, create thoughtful recommendations, and develop action plans. • Lead teams internally/externally through completion of strategic channel deals. • Provide monthly, quarterly, and annual forecasting of achievements. • Assist and work closely with sales team. Education and Experience: • Bachelor’s degree in Business Management, Real Estate Management or Engineering is a plus • 5+ years in Channel Sales, Data Center Sales, Master Agents, VARs, MSPs, and CSPs. Code 10068

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