Channel Manager

The Channel Manager is responsible for the alignment, enablement, and performance of the SHI partnership in the Western US. The role's key purpose is to leverage the partnership to actively sell our technology to their end customers and/or targeted prospects. The Field Partner Manager understands Veeam’s go-to-market (Sales Segmentation) and where there are synergies with SHI to obtain more opportunity for growth.

*Due to business needs, STRONG preference toward candidates based in Southern CA, Phoenix, Seattle, or Denver)

Responsibilities:

• Managing relationships in a highly leveraged, matrixed environment
• Reinforces sales & technical knowledge of the partner
• Builds and maintains lasting relationships with key roles within the partner account
• Creates annual and quarterly business plans with SHI West organization
• Develops, negotiates and tracks joint Action Plans with the SHI Business Units and Sales Organizations
• Develops and assists in managing SHI’s Veeam pipeline
• Keeps SHI Sales, Engineering and Leadership up-to-date on Veeam news and promotions
• Develops a solid working knowledge of Veeam Software products and the benefits they provide
• Provides support to SHI, to including help with licensing and technical issues related to Veeam products
• Provides support to qualified prospects and customers including follow up, product information, quotations and closures
• Provides forecasting and account opportunity as needed
• Updates and maintains SHI region specific data in Salesforce.com (Veeam's CRM system)
• Ability to travel up to 75% of the time within the assigned territory/region requirements

Qualifications:

• Bachelor's Degree and/or equivalent years of experience Sales experience with or through the Channel Partner ecosystems
• Sales experience in relevant industries of backup, cloud, data center a plus Ability to pick up new technology concepts
• Analytical thinker with proven ability to metric and govern
• Experience with Veeam Alliance Partners
• Ability to adapt to changes in roles and responsibilities
• Excellent verbal, written and interpersonal communication skills; must be able to present to groups
• Knowledge of virtualization industry and the ability to relay information to the partner community
• Ability to work independently with limited direction in a fast-paced environment

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