DescriptionThe
Channel Manager is responsible for developing, managing, and growing strategic relationships with Infinidat channel partners to drive revenue, increase market share, and expand the adoption of Infinidat's enterprise storage and cyber resilience solutions. This role serves as the primary business contact for national and regional partners and is responsible for recruiting, enabling, developing, and executing joint go-to-market strategies that generate profitable growth. The ideal candidate is relationship driven, has extensive experience working with enterprise infrastructure partners, understands enterprise storage, cybersecurity, hybrid cloud, and data protection solutions, and has a proven history of exceeding channel revenue objectives.
Responsibilities- Partner Development - 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.
- Revenue Generation - Achieve quarterly and annual booking and revenue targets.
- Develop partner-led pipeline opportunities. Work jointly with partner sales teams to identify, qualify, and close enterprise opportunities.
- Increase market share within existing accounts while driving new logo acquisition.
- Partner Enablement - Train partner sales, technical, and executive teams on Infinidat solutions.
- Ensure partners complete suggested certifications.
- Coordinate workshops, lunch-and-learns, webinars, and executive briefings.
- Promote adoption of new products and solution offerings.
- Sales Collaboration - Partner closely with Regional Sales Managers, Sales Engineers, Marketing, and Customer Success.
- Develop account strategies for key enterprise customers.
- Support partner-led opportunity registration and forecasting.
- Facilitate executive engagement when required.
- Marketing & Demand Generation - Develop joint marketing plans utilizing MDF, Execute campaigns that generate qualified pipeline, Coordinate partner participation in trade shows, customer events, webinars, and executive roundtables.
- Measure ROI on partner marketing investments.
- Channel Program Execution - Drive adoption of Infinidat Partner Program benefits. Communicate promotions, incentives, and partner programs.
- Ensure compliance with channel policies.
- Advocate internally for partner needs.
Requirements- Experience - 5-10+ years enterprise technology channel sales.
- 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.
- All applicants applying must be authorized to work in the US.
Base annual salary range: 183,000$-190,000$.
