Channel Manager - Channel Manager, West

Infinidat•San Francisco, CA

23h

About The Position

Infinidat, a Lenovo company, is hiring a seasoned Channel Manager for its West region. The role develops and executes business plans with assigned channel partners, recruits and onboards strategic partners, and grows partner-generated pipeline and revenue. The Channel Manager builds executive relationships, conducts quarterly business reviews, and establishes measurable growth objectives. The position is accountable for quarterly and annual booking and revenue targets. It works with partner sales teams to identify, qualify, and close enterprise opportunities, increase market share in existing accounts, and acquire new customers. The role also enables partners through training, certifications, workshops, webinars, and executive briefings; collaborates with regional sales, engineering, marketing, and customer success teams; and executes joint demand-generation plans and channel programs. Applicants must be authorized to work in the United States. The base annual salary range is $150,000–$170,000.

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.
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 while driving 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 solutions.
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 utilizing 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 and incentives, ensure compliance with channel policies, and advocate internally for partner needs.