Job DescriptionWe are searching for an experienced channel business professional to help take our “partner first” strategy to a new level and build our partner ecosystem in Southern Europe. This team member will work to activate partners and drive substantial revenue growth. By leveraging our strategic alliances, we expect this position to own the overall planning, activity, enablement, and pipeline growth for the defined area.
We are looking for a self-driven, confident, ambitious & motivated Channel Manager, experienced in software solutions selling and in leveraging and co-working with HW vendors alliances and ISVs (solution partners), who wants to keep succeeding in a professional, entrepreneurial & enterprise level software Company.
Responsibilities
- Lead regional partner recruitment activities aligned with local sales managers in Southern Europe – focusing on Italy, while supporting Spain, Portugal, Greece and Malta.
- Develop and execute jointly agreed GTM and Business Plans with distributors and reseller partners, which include: enablement, training/education and development of joint offerings, certification, demand generation activities, etc.
- Develop and leverage executive partner relationships to grow revenue and mindshare
- Identify champions who will work with us to pilot programs, prove success, and incorporate positive findings into our joint GTM approach
- Understand the partner’s sales motion and drive success through accurate forecasting and visibility into opportunity development for our sales teams
- Facilitate the sales engagement with channel partners
- Plan and facilitate sales and technical enablement and training requirements enabling partners self sufficiency
- Contribution in two tier distribution strategy including onboarding and development
- · Possess a solid track record working with VARs and SIs;
- · Ability to balance day-to-day activities and deliver short/midterm results along with developing long term strategic relationships with clients and partners;
- Manage all Scality resources as they relate to supporting the partner mission and sales opportunities
- Has strong sales hunter acumen, with strong relationships, and demonstrated success selling to new accounts
- Drive sales projects with partners and forecasting in cooperation with the local sales manager focused on local focus area of Italy
Qualifications
- The ideal candidate will be able to demonstrate consistent channel management success, and will have the following knowledge and skills:
- 8-10 years successful experience in channel management sales, 3+ year experience in storage channel management.
- Knowledge of the VAR and System Integrator (SI) storage and infrastructure channel in the Region
- Knowledge of the high-tech sales cycles
- Possess a network of connections in channel partners and SIs that will speed up channel partner recruitment.
- Possess a solid track record working with strategic technological alliances, distributors, VARs and SIs
- Has a passion for supporting channel partners to provide the best solution to their customers
- Ability to balance day-to-day activities and deliver short/midterm results along with developing long term strategic relationships with partners
- Recent successful experience working in global, multi-cultural organizational settings; balancing and integrating a dynamic start-up culture with an awareness and sensitivity to local business in Italy & Spain
- Has a track record of continuous improvement of personal technical and business skills; building an awareness of new markets, applications, and use cases.
- Experience in presenting and working with end user customers – owning local sales opportunities in Italy with local language while building the local team
- Up to 50% of travel is needed
- Must be Italian resident, Native Italian speaker and fluent in English required, Spanish language is a plus
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