Channel Account Manager, HYCU
+ Equity
3 days a week in office
SaaS-based cloud data backup
Be an early applicant
SaaS-based cloud data backup
201-500 employees
Be an early applicant
+ Equity
3 days a week in office
201-500 employees
Company mission
To provide unparalleled data protection, migration and disaster recovery.
Role
Who you are
- Hunter mentality, organized, multi-tasker, excellent presentation skills, self-starter, energetic, engaging, positive attitude and a passion for accountability
- Sales mindset with a channel title
- 5+ years of proven experience in a successful Channel Sales operation partnering with VARs, Systems Integrators, Distributors, etc., preferably in the Data Protection space
- 2+ years of experience selling SaaS Cloud-based Data Protection as a Service (DPaaS) in an inside or field sales role preferred
- Leverages deep knowledge about joint go-to-market operations to secure alliance partner opportunities that deliver exceptional value for HYCU and our partners and customers
- Proven ability to work cross functionally to define strategy and drive execution of alliance initiatives
- Self-motivated, results-oriented and highly organized person with strong execution skills
- Start-Up mentality with willingness to drive the field execution
- Consultative sales approach (problem solver, challenger, and new business quota carrier) with superb attention to detail and follow-through
- Exceptional communication and diplomacy skills: able to design, present, and discuss compelling data driven analysis and presentations to influence stakeholders at all levels
- Team Player - able to work well with all cross-functional groups within HYCU’s global teams
- Track record of success and over-achievement in previous positions
- Possess in-depth knowledge of key competitors and demonstrate the ability to articulate HYCU’s advantageous position to end users and partners
- BA or BS or equivalent with related practical experience
- Hungry, self-starter and strategic thinker who thinks outside the box
- Takes responsibility and ownership for driving successful outcomes. You’re results-driven with a winning attitude
- Team player! You have excellent people and management skills to interact with staff, colleagues, cross-functional teams and third parties
- Hands-on and builders' mentality with an entrepreneurial mindset and intrinsic motivation
- Obsessed with being customer-focused – We know our customers and are advocates for their voice and point of view across HYCU
- Intellectual curiosity, always open for continuous learning/growth mindset
What the job involves
- We are looking for an experienced Channel Account Manager (CAM), who is passionate about developing relationships for HYCU’s Channel Partners across the Americas
- The successful candidate will play a crucial role in helping expand HYCU’s reach to new markets by growing and nurturing our partner ecosystem
- The CAM acts as a liaison between the company and its channel partners, which can include distributors, resellers, and value-added resellers (VARs)
- Their primary goal is to ensure the success and growth of the company's channel partner ecosystem
- Drive Partner sales revenue through partner engagement
- Relationship Management: Build and maintain strong relationships with channel partners, acting as their main point of contact for HYCU within your region. Develop a deep understanding of the partners' business strategies, goals, and challenges to align them with the company's objectives
- Channel Partner Enablement: Provide training, resources, and support to channel partners to enable them to effectively sell HYCU's products or services. Educate partners on HYCU's value proposition, competitive advantages, and sales techniques to increase their product knowledge and sales effectiveness
- Identify new business opportunities within the channel partner ecosystem and develop strategies to expand HYCU's market reach. Actively prospect for new channel partners and evaluate their fit with the company's target market and product/service offering
- Channel Program Management: Manage channel partner programs and initiatives, such as partner incentives, co-marketing campaigns, and lead generation activities Collaborate with marketing, sales, and other internal teams to develop and execute effective channel programs that drive partner engagement and revenue generation
- Contract Negotiation: Negotiate and manage contracts, pricing, and terms with channel partners. Ensure compliance with contractual obligations and resolve any disputes or issues that may arise
- Work closely with Strategic National VARs on a field level and manage all aspects of the VAR relationship
- Collaborate with cross-functional teams such as Sales, Sales Engineering, Marketing, Product, Sales Ops, etc., to deliver a world class experience for partners
- Define business requirements for reports delivering insights to improve performance and customer and partner satisfaction
Our take
The applications that run your day-to-day operations need simple, flexible, and secure backup that unlocks data mobility and control on a granular level in order to safely control workloads. HYCU's platform provides exactly this service.
The company's solutions are purpose-built for each of the cloud platforms a customer chooses and are designed to be simple, delivering a native experience with full application awareness. HYCU claims to be the only BaaS provider that effectively spans on-prem, cloud, SaaS apps, and native apps. Founded not too long ago in 2018, it has already seen success; it now has over 3000 customers worldwide and over 400 global partners.
HYCU was previously privately funded but changed its strategy in the middle of the pandemic; 2022 saw HYCU secure two impressive rounds of funding that will be used to expand its data protection products and capabilities and improve brand awareness. With this focus on deep optimization, HYCU is working smartly to increase its presence in this market.
Steph
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2022
$53m
SERIES B
Mar 2021
$87.5m
SERIES A
Total funding: $140.5m
Company benefits
- Medical
- Dental
- Vision
- Life insurance
- 401k match
- Generous time off
Company values
- Authenticity
- Grit
- Empathy
Company HQ
Fort Point Channel Landmark District, Boston, MA
Articles
Leadership
Simon Taylor
(CEO)Previously a Senior Associate at Forrester and President of Comtrade Software at Comtrade Group.
Goran Garevski
(CTO)Previously a Business Development Manager at HERMES SoftLab and VP Engineering of Product Development Services at Comtrade Group.
Salary benchmarks
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Diversity, Equity & Inclusion at HYCU
- When we are in a community, we co-exist in its ecosystem. If the community has pockets of crime or low literacy, those challenges also become ours. We believe it’s in everyone's best interests to address them. That's why we work hand-in-hand with charities and nonprofits that are raising the bar:
- College Bound Dorchester - College Bound’s mission is to transform low-income urban neighborhoods through education. It equips students with the attitude, skills and experience to attend and graduate from college
- Citrix Corporate Citizenship Award - Citrix believes in making life better for families in need by strengthening the ties between work and well-being. Through its Simply Serve program, it works with partners to support education for local at-risk youth
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