Channel Director - West

We are seeking an experienced Channel Director to join the Channels and Alliances team. The Channels & Alliances team is a critical part of the Revenue organizations growth strategy and is responsible for recruiting new partners, overseeing channel sales policies, objectives, and initiatives. If you are high-energy, have great partners, love to help customers through their IT transformation, and want to join a growing team, then we want to talk to you!

Position is Remote and can be form any West Coast City: Preferences are, but not limited to: Greenwood Village, CO, Plano, TX, Santa Clara, CA, Seattle, WA

We are looking to hire an experienced enterprise Channel Director for the Western Region. The ideal candidate will have strong experience in both building an excellent partner ecosystem and the management of existing partners.

This person will be responsible for defining the channel strategy for the Western United States and must exhibit several key abilities, including, but not limited to: background selling solutions-based technology solutions (data center infrastructure virtualization and multi-cloud workloads), conducting sales calls, experienced in the full sales lifecycle process, partner training, market/event planning, and achieving a high level of performance. The other critical component of this position is to develop a joint pipeline of sales opportunities with the partner community in the assigned region that will lead to significant and consistent sales revenue.

Job Responsibilities:

• Identify, recruit and on-board new channel partners within assigned territory

• Utilize knowledge, relationships, and influence within our partner ecosystem to jointly define customer solutions

• Strong hybrid infrastructure knowledge with the ability to translate business requirements to solutions and the ability to forecast channel revenue accurately leveraging CRM skills

• Provide world-class relationship development and thought leadership across an assigned partner base to increase revenue and drive incremental business opportunities

• Self-motivated and own the overarching strategy and execution within their territory

• Create a detailed go-to-market plan that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners

• Create awareness of company within partner organizations through on-site education sessions, events, and webinars.

Minimum Qualifications

• 10+ years experience of channel partnerships/sales successfully implementing channel strategy to drive dramatically increased revenue

• Experience formulating a partnership vision, strategy, and execution plan

• Experience solution selling enterprise hybrid infrastructure focused around Data Center, IaaS, Public Cloud and Connectivity

• Excellent communication and presentation capabilities combined with the ability to clearly articulate complex business proposals

• Excellent cross-functional and collaboration skill sets that can quickly bring together Product, Marketing, Sales/Field to execute strategy and close deals

• Proven track record of success and quota over-achievement

• Must be able to provide accurate and timely forecast data to management

• BS/BA preferred