Partner Sales Manager, Egnyte
Managed Service Providers
More information about location
Cloud content governance platform
Be an early applicant
Cloud content governance platform
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To enable organizations of all sized to unlock their content's full potential.
Role
Who you are
- Previous experience of driving channel sales ideally within the data security and/or cloud storage segment
- Hard working, self-driven and highly motivated individual with great team spirit
- 8+ years experience building and managing value added partnerships in North America with strong existing partner relationships
- Motivated by driving indirect/influence revenue with a record of quota over-achievement
- Ability to listen, make recommendations and influence partner executives
- A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer
- Experience selling in the data governance, file infrastructure tools and/or content lifecycle and or compliance management space via channel partnerships
- Experience managing partner relationships that are based on developing and delivering service offerings tied to vendor product
- Must have experience in a hybrid sales environment of direct and indirect sales
- Demonstrated progressive experience with B2B sales
- Demonstrated progressive experience selling high-end technology products in assigned territory in a channel model
- Interest in Egnyte, and its software platform
- Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Egnyte teams
- Strong personal network within the industry
- Driven, highly motivated and results driven
- You share our core values and work in accordance with those values
- Desire to travel is required (approximately 50%)
What the job involves
- The Partner Sales Manager (PSM) is an experienced managed services partner sales professional responsible for building and growing indirect sales as an individual contributor in an assigned territory
- This role will be a key sales accelerator for Egnyte, having the primary goal of sales growth through pipeline generation and service offering development with partners
- The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, on-going partner management, and co-selling into end-customer organizations with MSPs
- The PSM will be a primary contact for territory partners and will be responsible for managing the overall corporate relationship with those partners
- The PSM will act as quarterback of a dedicated partner team within the defined territory, including a partner account manager, partner systems engineer and partner marketing manager
- This individual must excel at influencing and leading cross functional teams to meet and exceed sales targets
- The role will hold a unique sales quota, so experience in customer sales in order to coach partners in selling Egnyte technology would be helpful
- Own a Managed Service Provider sales territory and unique quota, and act as overall quarterback for the MSP business within the territory – driving a comprehensive territory plan that identifies go-to partners within the territory and engaging Egnyte sales specialists as needed to build partner competency
- Develop partner’s capabilities and assist in developing partner service offer build out around Egnyte solutions to facilitate the sell through of Egnyte solutions through managed service partners
- Identify partner GTM &/or services offerings; working with partner sales resources, services, marketing, etc. to develop & launch offerings that drive of incremental revenue
- Build, maintain, and manage relationships with current and prospective partners, managing day-to-day and strategic efforts with the partners
- Establish productive, trust-based relationships with key personnel in assigned partner accounts, to provide partnership and Egnyte sales coaching to key team members
- Coordinate the involvement of Egnyte’s personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
- Manage direct/channel conflict by fostering excellent communication between the channel and end user sales teams
- Ensures partner compliance with Channel Partner programs and agreements
- Drive strategic business planning with key partners that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners
- Work cross-functionally with Egnyte key stakeholders and build a “one-team” attitude across all extended team members
- Build capacity, capability, and collaboration within a portfolio of Partners to achieve partner loyalty and drive partner wallet-share
Our take
Cloud-based solutions for data management, security and GDPR compliance are increasingly important to the management of tech businesses. However, the tools currently used are modular and result in systems becoming complicated and time-consuming to use effectively.
Egnyte provides an integrated solution for GRDP compliance and data security. The startup reduces the likelihood of digital threats whilst maximizing efficiency for data management and compliance. Through these means, the software can locate, secure and lock down data to ensure security and compliance are taken care of within a single software package.
The company originally focused on data management, offering compliance and security as optional add-ons. However, due to the increasing complexity of data regulations, Egnyte switched to a more unified approach. The company is held in high regard, within an industry set to reach a value of $36.81B by 2029, ranking number 1 in several G2 reports.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Oct 2018
$75m
GROWTH EQUITY VC
Dec 2013
$29.5m
SERIES D
Total funding: $137.5m
Company benefits
- Comprehensive benefits
- Company equity depending on role and level
- Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
- Paid holidays and sick time
- 401(k) Retirement Plan (Traditional and Roth)
- Health Savings Account (HSA) and Employee Assistance Program (EAP)
- Paid Maternal, Paternal, and Adoption Leave to help you grow your family
- Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
- Gym, cell phone, and internet reimbursement
- Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered
- Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
- Your own Egnyte account with lifetime access
Company HQ
Mountain View, CA
Articles
Leadership
Vineet Jain
(Co-Founder & CEO)Prior to Egnyte, they founded and successfully built Valdero. They have held a rich variety of Senior Operational positions at KPMG and Bechtel.
Rajesh Ram
(Co-Founder & Chief growth Officer)Held executive roles within Egnyte's Product Management and Engineering functions. Their strength in defining, delivering and supporting software solutions was developed while at Oracle, KPMG consulting and Valdero Corporation.
Amrit Jassal
(Co-Founder & CTO)An Official Member of the Forbes Technology Council, they have extensive experience in building large-scale, highly available systems all over the world. In the past, they have deployed such systems at Cisco, Fujistu and Sun Microsystems. Prior to Egnyte, they served as the CTO of Valdero.
Kris Lahiri
(Co-Founder & Chief Security Officer)Prior to Egnyte, they spent many years in the design and deployment of large-scale infrastructures for Fortune 100 customers of Valdero and KPMG Consulting.
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