Channel Manager, INFINIDAT
Chicago
$183-190k
Enterprise data and cloud solutions
Be an early applicant
Enterprise data and cloud solutions
501-1000 employees
Be an early applicant
$183-190k
501-1000 employees
Company mission
To help clients compete more effectively in the petabyte data era.
Role
Who you are
- 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
What the job involves
- The 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
- 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
Our take
The rapidly growing demand for machine learning infrastructure, AI tools, and other data-driven technology is pushing the limits of the data storage systems that form the tech stack of enterprises. Companies must constantly stay on top of their storage, whilst also having to guard it through data protection and cybersecurity software.
INFINIDAT provides a data storage and protection platform for enterprises, offering a cloud data storage system in addition to data protection tools, all designed to be optimised for multi-petabyte scalability and easy to integrate with any existing data storage, protection, and backup stack.
Whilst many enterprises are apprehensive to migrate towards a petabyte-ready cloud-based data system and rely on legacy tools, INFINIDAT has recognised that this is primarily due to the associated complexities, removing such obstacles with a ‘set it and forget it’ approach to its platform's setup processes.
INFINIDAT has been recognized as a top performer in the space, with its comprehensive and award winning suite of enterprise storage solutions. And it continues to enhance its offering with new products and capabilities.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2017
$95m
SERIES C
Apr 2015
$150m
SERIES B
Total funding: $325m
Company HQ
Waltham, MA
Leadership
Phil Bullinger
(CEO)Senior Vice President and General Manager of Dell EMC Isilon BU from 2013 to 2017, and for Western Digital's Data Center Business from 2017 to 2020.
Moshe Yanai
(Chief Technology Evangelist)Initially the CEO of Infinidat from 2014 to 2022 and has served as the Chief Technology Evangelist since.
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