Senior Channel Manager

The Senior Channel Manager is responsible for developing and accomplishing sales objectives by managing a group of reseller relationships from within our named partner framework. The successful candidate will manage daily sales relationships and represent VEEAM in all aspects of business development, marketing, and sales within the focus partners (Regional & National).

What You’ll Do:

• Managing relationships in a highly leveraged, matrixed environment
• Develop goals that are measurable and drive productivity within the Focus Partners and their operating units
• Lead & participate in impactful QBRs with meaningful and measurable action items, as well as follow-up.
• Leverage executive level relationships within the resellers and their operating units
• Achieving revenue targets and goals for the resellers and their operating units
• Developing and executing partner plans with variable rebates and goals
• Recruiting, training, and enabling the focus partner sellers & technical sellers
• Facilitate communications and, manage the pipeline and deal flow between partner and Veeam sales reps
• Working closely with the Partner Executive and Sales Leadership to ensure alignment and to understand your Partner business model, profitability levers, and strategic objectives. This individual will be an advocate for the unique value that their Partner(s) bring(s) to the market.
• Working closely with our strategic alliances such as Microsoft, AWS, HPE, etc.
• Successful candidates will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit with a passion for growing a business.

Metrics

• Quota 100% based on Territory/Partner revenue growth targets for focus partners and their subsidiaries
• KPIs would be
• Integration into Virtualization practice and go-to-market
• Regional/National alignment and growth
• Execution of Regional/National plan and executive relationships
• Seller penetration

What You’ll Bring:

• Min. 5 years’ experience working with a Manufacturer or Partner in the Technology Industry and a track record of success
• Strong executive presence and financial acumen
• A flexible personality to work within a geographically distributed and matrix environment.
• Excellent interpersonal, facilitation and negotiation skills
• Tenacious and aggressive “hunter” mentality
• Excellent written & verbal communications, influencing, presentation skills and time management.
• Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter.
• Bachelor’s Degree required (A combination of education and experience will be considered.)
• Sales experience in the IT Industry
• Ability to adapt to changes in role and responsibilities
• Ability to travel 25-30% of the time across all regions of Canada where assigned partners have sales offices

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