Senior Channel Manager, Aviatrix Systems
$209.7-251.9k
OTE
+ Equity
More information about location
Secure cloud networking
Open for applications
Secure cloud networking
201-500 employees
Open for applications
$209.7-251.9k
OTE
+ Equity
More information about location
201-500 employees
Company mission
To empower businesses to accelerate innovation, minimize downtime, and gain control of IT costs.
Role
Who you are
- Must Have: 7+ years of experience in channel sales, partner management, or business development in the cloud networking, or cybersecurity industry
- Proven track record of driving revenue growth through channel partners and executing strategic partner programs
- Strong understanding of cloud networking, security, and multi-cloud environments (AWS, Azure, Google Cloud, Oracle Cloud)
- Experience working with VARs, MSPs, system integrators, and cloud service providers
- Excellent communication, presentation, and negotiation skills with the ability to influence key stakeholders
- Ability to work in a fast-paced, high-growth environment and drive results with minimal supervision
- Bachelor’s degree in business, technology, or a related field preferred
What the job involves
- We are looking for a Senior Channel Account Manager to drive strategic partnerships and revenue growth through our channel ecosystem. This role will focus on building and managing relationships with key partners, enabling them to successfully sell and implement Aviatrix solutions while achieving joint business objectives
- Develop and execute a regional channel strategy to drive partner-sourced pipeline and revenue growth
- Build strong relationships with Resellers/VARs to expand Aviatrix’s market presence
- Recruit, onboard, and enable new partners, ensuring they are equipped to sell and deploy Aviatrix solutions
- Conduct regular business reviews with partners to align on go-to-market (GTM) strategies, sales targets, and mutual growth objectives
- Drive partner-led revenue generation, ensuring channel sales contribute significantly to Aviatrix’s overall growth
- Work closely with regional sales teams to develop joint account plans and accelerate channel-driven opportunities
- Develop partner incentive programs to boost partner engagement and performance
- Track and report on pipeline, forecast, and revenue performance for channel-driven deals
- Deliver sales and technical enablement programs to educate partners on Aviatrix’s value proposition and solutions
- Work with internal teams to create and execute joint marketing campaigns that drive demand and lead generation
- Ensure partners have the necessary sales tools, training, and certifications to effectively position Aviatrix to customers
- Work closely with sales, marketing, and solutions engineering teams to align channel efforts with direct sales motions
- Provide partner feedback to product and leadership teams to help shape future Aviatrix offerings
- Collaborate with finance and operations to ensure efficient deal registration, pricing, and contract management
Our take
Aviatrix is trying to modernise cloud technology by overcoming the isolation of different clouds that are built and operated by different companies. Its software facilitates multi-cloud networking, providing visualization, smooth data access, and firewall management.
The cloud revolution caused a mass migration of companies’ data from on-premise storage to cloud storage, but this migration is still ongoing. Aviatrix’s software helps with this migration and then allows these clouds to communicate with each other, while maintaining security, data integrity, automation, and user friendliness.
The rapid growth and enormous potential in this market has been noted by other companies and while investments are currently high, the space is likely to become crowded as competitors such as Site24x7 offer similar services. However, Aviatrix is a well-placed early adopter in an area of networking that hasn’t seen true innovation for years. It has also been named as one of 2024 's fastest growing private companies by Inc 5000, indicating its strong position.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-30% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Sep 2021
$200m
SERIES E
Feb 2021
$75m
SERIES D
Total funding: $340.8m
Company benefits
- Stock options for all full-time employees
- Parental Leave (up to 12 weeks)
- Flexible Vacation
- Up to $1000 education reimbursement anually
- World-class coverage - we pay 100% of employee premiums and 88% of the family cost
- 401K
Company HQ
Santa Clara, CA
Leadership
Sherry Wei
(Advisor)Having taken a PhD at Purdue University, they worked in Technical Staff at Centillion Networks and Ardent Communications before spending almost 14 years at Cisco Systems as an Engineer Manager. They then worked at Huawei for just over a year before founding Aviatrix in January 2013.
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