Channel Manager
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Job Description
Channel Manager growing CTERA’s storage and file-system partner sales across the Eastern US. Building VAR, system integrator, and OEM relationships to drive qualified leads and new business.
Responsibilities:
- Build, cultivate, and develop strategic partnerships with VARs, System Integrators, and OEMs for the assigned territory
- Develop a solid working knowledge of CTERA products and understand the value for potential customers
- Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
- Consistently articulate the CTERA value proposition to assigned territory partners to maintain and increase CTERA’s share of each partner’s business
- Maintain a detailed understanding of assigned partners’ business, including growth initiatives, strategic focus, investment areas, and profitability factors
- Effectively articulate the requirements, expectations, and benefits of the CTERA Partner Program to assigned channel partners
- Coordinate sales activities with partners and resellers to identify and close new business
- Work with CTERA Account Executives in the territory to connect target partners to meetings
- Initiate phone and email contact with potential prospects from developed web and lead-generation lists
- Work on leads generated by Marketing and the Inside Sales Team to set up additional meetings for Account Executives
- Coordinate recruitment of new channel partners as required by the territory channel planning process
Requirements:
- Minimum of 5 years of experience in managing channel partners in a technological environment
- Experience in the technology storage industry and/or in global file systems
- Experience facilitating onboarding and enablement activities for channel partners
- Knowledge of software channel ecosystems in the territory
- Familiarity with CRM and forecasting systems
- Strong communication and interpersonal skills
- Strong negotiation and presentation skills
- Bachelor’s Degree preferred
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