Channel Sales Director - West

Hammerspace • Remote (CA, US), CA

4d • $225,000 - $275,000 • Remote

About The Position

We are seeking a dynamic and results-oriented Channel Sales Director to lead our partner ecosystem strategy across the 18 states of the Americas’ Western Region. Reporting directly to the SVP, Global Partnerships & Business Development, in this pivotal role, you will drive revenue growth through strategic channel partnerships, including VARs, system integrators, distributors, and technology alliances. You will own the full lifecycle of channel development, from recruitment and enablement to joint business planning and performance optimization. The ideal candidate is a proven sales and Partner Ecosystem leader with deep knowledge of the Americas’ Western Region storage and IT infrastructure market, passionate about building high-impact partnerships that deliver mutual success.

Requirements

• 10+ years in channel sales leadership, with at least 5 years focused on the Americas’ Western Region markets in enterprise software, storage, data management or IT infrastructure solutions.
• Demonstrated success in building and scaling channel programs that deliver multi-million-dollar revenue growth; experience with partner ecosystems in storage or data management is highly preferred.
• Deep understanding of the Americas’ Western Region sales dynamics, including industry, cultural, and competitive landscapes; familiarity with enterprise, hyperscalers (e.g., OCI, AWS, Azure, Google Cloud), neoclouds, AI, HPC and storage technologies (e.g., NFS, SMB, parallel file systems).
• Exceptional relationship-building and negotiation abilities.
• Strong analytical skills for forecasting, pipeline management, and ROI analysis.
• Proficiency in CRM tools (e.g., Salesforce) and channel management platforms (e.g., Vartopia, PartnerStack, Impartner).
• Excellent communication and presentation skills, with fluency in English; additional languages (Spanish, French or Portuguese) a plus.
• Bachelor’s degree in business, Marketing, or a related field; MBA or relevant sales training/certifications advantageous.
• Strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a fast-paced startup environment.

Nice To Haves

• experience with partner ecosystems in storage or data management is highly preferred
• MBA or relevant sales training/certifications advantageous
• additional languages (Spanish, French or Portuguese) a plus

Responsibilities

• Develop and execute a comprehensive channel strategy for the Americas’ Western Region, identifying, recruiting and executing plans with high-potential partners aligned with Hammerspace's go-to-market priorities.
• Source, negotiate, and onboard new channel partners, ensuring seamless integration with Hammerspace's sales processes and tools.
• Design and deliver training programs, certifications, and resources to empower partners with product knowledge, sales methodologies, and competitive positioning.
• Collaborate with partners to create and execute joint business plans, including marketing campaigns, demand generation activities, and pipeline development targets.
• Monitor partner performance metrics (e.g., revenue, bookings, pipeline velocity), provide coaching, and implement incentive programs to drive consistent overachievement.
• Identify opportunities for geographic and vertical expansion within the Americas’ Western Region, leveraging insights from regional trends in AI, cloud migration, and data-intensive workloads.
• Work closely with internal sales, business development, alliances, marketing, product, and customer success teams to ensure cohesive partner support and alignment on customer outcomes.
• Achieve and exceed quarterly and annual channel revenue targets, contributing to overall the Americas’ Western Region sales goals.
• Represent Hammerspace at industry events, partner summits, and customer meetings, with up to 40% travel across the Americas’ Western Region.

Benefits

• Stock options in a high-growth company
• comprehensive health, dental, and vision coverage
• generous PTO and remote work flexibility
• Opportunities for career advancement in a collaborative, innovative culture
• access to ongoing training and industry conferences
• Supportive environment with emphasis on diversity, inclusion, and employee well-being
• 401k plans
• flexible time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior