Channel Sales Director - West

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. Key Responsibilities • Channel Strategy & Development: 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. • Partner Recruitment & Onboarding: Source, negotiate, and onboard new channel partners, ensuring seamless integration with Hammerspace's sales processes and tools. • Enablement & Training: Design and deliver training programs, certifications, and resources to empower partners with product knowledge, sales methodologies, and competitive positioning. • Joint Business Planning: Collaborate with partners to create and execute joint business plans, including marketing campaigns, demand generation activities, and pipeline development targets. • Performance Management: Monitor partner performance metrics (e.g., revenue, bookings, pipeline velocity), provide coaching, and implement incentive programs to drive consistent overachievement. • Market Expansion: 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. • Cross-Functional Collaboration: Work closely with internal sales, business development, alliances, marketing, product, and customer success teams to ensure cohesive partner support and alignment on customer outcomes. • Revenue Accountability: Achieve and exceed quarterly and annual channel revenue targets, contributing to overall the Americas' Western Region sales goals. • Travel & Engagement: Represent Hammerspace at industry events, partner summits, and customer meetings, with up to 40% travel across the Americas' Western Region. Qualifications • Experience: 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. • Track Record: 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. • Industry Knowledge: 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). Skills: o Exceptional relationship-building and negotiation abilities. o Strong analytical skills for forecasting, pipeline management, and ROI analysis. o Proficiency in CRM tools (e.g., Salesforce) and channel management platforms (e.g., Vartopia, PartnerStack, Impartner). o Excellent communication and presentation skills, with fluency in English; additional languages (Spanish, French or Portuguese) a plus. Education: Bachelor's degree in business, Marketing, or a related field; MBA or relevant sales training/certifications advantageous. Personal Attributes: Strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a fast-paced startup environment. What We Offer • Competitive Compensation • Equity & Benefits: Stock options in a high-growth company; comprehensive health, dental, and vision coverage; generous PTO and remote work flexibility. • Professional Growth: Opportunities for career advancement in a collaborative, innovative culture; access to ongoing training and industry conferences. • Work-Life Balance: Supportive environment with emphasis on diversity, inclusion, and employee well-being. The anticipated salary range for this role is $250,000-300,000OTE. Actual compensation will be determined by several factors including, but not limited to, level of professional/education experience, skills/abilities, internal equity, and budgetary considerations. In addition, Hammerspace offers a broad range of health plans for medical, dental, vision, life and disability. We also offer 401k plans and flexible time off. Applications will be accepted until the position is filled.