Channel Manager

About the role

We are looking for an enthusiastic individual to develop and manage channel partner relationships in North America. The Channel Manager will act as the primary resource for partner development and relationship growth, educating partners and their sales teams about CTERA’s offerings and how to position our products effectively with clients. This role involves driving and delivering sales leads through partners and working with the CTERA sales team to convert them into 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 (growth initiative, strategic focus, investment areas, profitability factors, etc.)
• 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 businesses
• 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 the leads generated by Marketing and the Inside Sales Team to set up additional meetings for the 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