Channel Manager

CTERA

About The Position

We are looking for an enthusiastic individual to develop and manage channel partner relationships in North America. The Channels Manager will act as the primary resource for partner development and relationship growth. This role involves educating our partners and their sales teams about CTERA’s offerings and how to position our products with clients effectively. The Channels Director is responsible for driving and delivering sales leads through partners in the channel and for working with the CTERA sales team to convert them into new business.

Requirements

Minimum of 5 years’ experience in managing channel partners in a technological environment
Experience in the technology storage industry and/or in global file systems
Experience facilitating onboarding and enablement activities for channel partners
Knowledge of software channel ecosystems in the territory
Familiarity with CRM and forecasting systems
Strong communication and interpersonal skills
Strong negotiation and presentation skills

Nice To Haves

Bachelor’s Degree preferred

Responsibilities

Build, cultivate, and develop strategic partnerships with VARs, System Integrators, and OEMs for the assigned territory
Develop a solid working knowledge of CTERA products and understand the value for potential customers
Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
Consistently articulate the CTERA value proposition to assigned territory partners to maintain and increase CTERA’s share of each partner’s business
Maintain a detailed understanding of assigned partners’ business (growth initiative, strategic focus, investment areas, profitability factors, etc.)
Effectively articulate the requirements, expectations, and benefits of the CTERA Partner Program to assigned channel partners
Coordinate sales activities with partners and resellers to identify and close new businesses
Work with CTERA Account Executives in the territory to connect target partners to meetings
Initiate phone and email contact with potential prospects from developed web and lead-generation lists
Work on the leads generated by Marketing and the Inside Sales Team to set up additional meetings for the Account Executives. Coordinate recruitment of new channel partners as required by the territory channel planning process