Director, Channel Sales

Sales United States

Director, Channel Sales - 100% REMOTE

Who We Are:

CrashPlan® provides peace of mind through easy-to-use, automatic endpoint data backup. We help organizations recover from any worst-case scenario, whether it is a disaster, simple human error, a stolen laptop, ransomware or an as-of-yet undiscovered calamity. We continue to innovate as the landscape of work evolves, which makes CrashPlan foundational to organizations’ data security. What starts as endpoint backup and recovery becomes a solution for ransomware recovery, breaches, migrations, and legal holds. 

Position Summary:

We are recruiting for a Director, Channel Sales to join our team.  Reporting directly to the VP of Sales, you will be developing and implementing a channel sales partner program to maximize the growth opportunity and facilitate greater market acceptance for CrashPlan. You will be building, leveraging, and developing  new and existing Channel relationships with Resellers and Market Influencers to motivate and maximize revenue and to grow and achieve targeted growth plans and sales volume  with our channel partners.

Key Responsibilities:

  • Develop, refine, and implement channel strategy
  • Identify, develop and expand channel reseller partners for CrashPlan to ensure channel goals are met
  • Grow and align team resources to achieve targeted growth plans with our channel partners
  • Cultivate executive relationships with our channel partners
  • Maintain an accurate and robust pipeline and forecast of channel business opportunities
  • Work with the leadership and direct sales team to co-manage opportunities with our resellers and set a strategic channel sales plan for your target market aligned with the larger corporate strategy
  • Develop and implement a partner territory business plan to maximize the growth opportunity and facilitate greater market acceptance of CrashPlan
  • Ensure partner representation at relevant internal forums and appropriate events e.g. user groups, trade shows, etc
  • Collaborate with Channel Marketing to develop partner marketing activities

Required Qualifications:

  • 8+ years of related channel sales experience in a SaaS environment,  including a history of measurable channel achievements – quotas and pipeline goals exceeded
  • Previous experience with DMRs (Direct Market Resellers) and/or MSPs (Managed Service Providers)
  • Demonstrated experience expanding  the scope of an opportunity at a strategic and tactical level and collaborating with the appropriate resources to execute successfully
  • Ability to work well in a team environment, especially with other departments to ensure partner and customer satisfaction
  • Strong written and verbal communication skills with the ability to communicate with both internal and external stakeholders and senior leadership
  • Ability to travel as opportunity/need requires

Preferred Qualifications:

  • Bachelor’s Degree in Business/Business Administration, Marketing, Communications, Finance or related discipline
  • 2+ years of experience managing a channel program team

CrashPlan values workplace diversity and ensuring an environment of mutual respect. Employment opportunities are available to all applicants without regards to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. We believe that diversity and inclusion are critical to our success, and we seek to recruit, develop, and retain the most talented people from a diverse candidate pool. We are proud to be an equal opportunity employer