Channel Manager

3 Weeks ago • All levels

Job Summary

Job Description

The Channel/Partner Sales Manager is responsible for managing partners, ensuring they are aligned, enabled, and performing well. This role involves building and maintaining strong relationships with partners, creating business plans, and driving growth through the partner network. Responsibilities include reinforcing sales and technical knowledge, developing joint action plans, keeping partners informed, and supporting them with licensing and technical issues. The manager will also need to stay updated on the latest Veeam products and the benefits they offer. The role requires managing relationships, discovering partner pipelines, and keeping them updated. The candidate will provide support to partners and prospects, including information, quotations, and closures. They will also maintain partner accounts and forecast opportunities.

Must have:

Sales experience within Channel Partner ecosystems.
Bachelor's Degree or equivalent years of experience.
Ability to pick up new technology concepts.
Analytical thinker with proven ability to metric and govern.
Excellent verbal, written and interpersonal communication skills.

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Job Details

Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it.

Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running.

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

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 a partner account
Creates annual and quarterly business plans with managed/focus partner
Develops, negotiates and tracks joint Action Plans with the partner
Discovers partner’s pipeline and keeps it updated from partner side
Keeps partners up-to-date on Veeam news and promotions
Checks compliance with ProPartner Program requirements and drives the upgrade of the partner level
Develops a solid working knowledge of Veeam Software products and the benefits they provide to potential and existing partners
Provides support to partners 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 partner accounts in Salesforce.com (Veeam's CRM system)
Ability to travel 0 - 75% of the time within the assigned territory/region requirements

Requirements:

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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