Channel Manager - Channel Manager, West

INFINIDAT•San Francisco, CA

1d•$150,000 - $170,000

About The Position

Infinidat, a Lenovo company, is hiring a Channel Manager for the West. The role develops and grows strategic channel partnerships to increase partner-generated pipeline, revenue, and market share. The Channel Manager works with partners and internal sales, technical, marketing, and customer success teams to pursue enterprise opportunities, meet booking and revenue targets, enable partners, and execute joint marketing and channel programs. Applicants must be authorized to work in the United States.

Requirements

5–10+ years of enterprise technology channel sales experience.
Experience selling through VARs, Solution Providers, Systems Integrators, or Distribution.
Experience in enterprise storage, backup, cybersecurity, infrastructure, cloud, or data center technologies.
A history of consistently exceeding quota.
Excellent communication skills.
Strong presentation skills.
Ability to manage multiple projects and meet deadlines.
Experience with CRM software and other sales tools.
Must be authorized to work in the United States.

Responsibilities

Develop and execute business plans with assigned channel partners.
Identify, recruit, and onboard new strategic partners.
Increase partner-generated pipeline and revenue.
Build executive relationships within partner organizations.
Conduct quarterly business reviews and establish measurable growth objectives.
Achieve quarterly and annual booking and revenue targets.
Develop partner-led pipeline opportunities and work with partner sales teams to identify, qualify, and close enterprise opportunities.
Increase market share within existing accounts and drive new-logo acquisition.
Train partner sales, technical, and executive teams on Infinidat solutions and encourage completion of suggested certifications.
Coordinate workshops, lunch-and-learns, webinars, and executive briefings.
Promote adoption of new products and solution offerings.
Collaborate with Regional Sales Managers, Sales Engineers, Marketing, and Customer Success.
Develop account strategies for key enterprise customers.
Support partner-led opportunity registration and forecasting, and facilitate executive engagement when required.
Develop joint marketing plans using MDF and execute campaigns that generate qualified pipeline.
Coordinate partner participation in trade shows, customer events, webinars, and executive roundtables.
Measure ROI on partner marketing investments.
Drive adoption of Infinidat Partner Program benefits; communicate promotions, incentives, and partner programs; ensure compliance with channel policies; and advocate internally for partner needs.