Channel Sales Director
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Job Description
Channel Sales Director expanding Hammerspace’s AI data infrastructure through VAR, integrator, distributor, and technology partnerships. Driving partner revenue across the Western U.S.
Responsibilities:
- Develop and execute a comprehensive channel strategy across the Americas’ Western Region
- Identify, recruit, negotiate with, and onboard high-potential channel partners
- Ensure partner integration with Hammerspace sales processes and tools
- Design and deliver partner training programs, certifications, and enablement resources
- Create and execute joint business plans with partners
- Coordinate marketing campaigns, demand generation activities, and pipeline development targets
- Monitor partner revenue, bookings, and pipeline velocity metrics
- Coach partners and implement incentive programs
- Identify geographic and vertical expansion opportunities
- Collaborate with sales, business development, alliances, marketing, product, and customer success teams
- Achieve and exceed quarterly and annual channel revenue targets
- Represent Hammerspace at industry events, partner summits, and customer meetings
- Travel up to 40% across the Americas’ Western Region
- Report directly to the SVP, Global Partnerships & Business Development
Requirements:
- 10+ years in channel sales leadership
- At least 5 years focused on the Americas’ Western Region markets
- Experience in enterprise software, storage, data management, or IT infrastructure solutions
- Demonstrated success building and scaling channel programs delivering multi-million-dollar revenue growth
- Experience with partner ecosystems in storage or data management highly preferred
- Deep understanding of Americas’ Western Region sales dynamics, including industry, cultural, and competitive landscapes
- Familiarity with enterprise, hyperscalers including OCI, AWS, Azure, and Google Cloud, neoclouds, AI, HPC, and storage technologies including NFS, SMB, and parallel file systems
- Exceptional relationship-building and negotiation abilities
- Strong analytical skills for forecasting, pipeline management, and ROI analysis
- Proficiency in Salesforce and channel management platforms such as Vartopia, PartnerStack, or Impartner
- Excellent communication and presentation skills
- Fluency in English
- Bachelor’s degree in business, Marketing, or a related field
- Strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a fast-paced startup environment
Benefits:
- Stock options in a high-growth company
- Comprehensive health, dental, and vision coverage
- Life and disability coverage
- Generous PTO
- Remote work flexibility
- 401k plans
- Flexible time off
- Career advancement opportunities
- Ongoing training and industry conferences
- Supportive environment emphasizing diversity, inclusion, and employee well-being
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