Director, Channel Sales

Sales Remote, USA, United States

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Director, Channel Sales

 

NOTE - Strong preference to candidates located in the following states:
AZ, CA, CO, GA, IL, MA, MD, MI, MN, NC, NJ, NY, OH, SC, TX, VA, WA

 

Who We Are:
CrashPlan® provides cyber-ready data resilience and governance in a single platform for organizations whose ideas power their revenue. With its comprehensive backup and recovery capabilities for data stored on servers, on endpoint devices, and in SaaS applications, CrashPlan’s solutions are trusted by entrepreneurs, professionals, and businesses of all sizes worldwide. From ransomware recovery and breaches to migrations and legal holds, CrashPlan’s suite of products ensures the safety and compliance of your data without disruption.

 

What You Will Be Doing:
We are recruiting for a Director, Channel Sales & Distribution to join our team.  Reporting directly to the VP Sales, you will be developing and implementing a channel 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, MSPs, and distributors to maximize revenue and to grow and achieve targeted growth plans.

 

Key Responsibilities:
  • As a player/coach, develop, refine, and implement a channel strategy and partner program
  • Identify, develop, and expand channel reseller partners and MSPs for CrashPlan to ensure channel/company goals are met
  • Grow and align team resources to achieve targeted growth plans with our channel partners
  • Manage the relationship with CrashPlan distributors across the world
  • Cultivate executive relationships across the partner ecosystem
  • Develop and deliver comprehensive training programs to equip partners with the knowledge and skills needed to effectively sell CrashPlan solutions
  • Maintain an accurate and robust pipeline of channel business opportunities
  • Work with executive leadership and the field sales teams to co-manage opportunities with our partners 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:
  • 10+ 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), and distributors
  • 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 frequently as the business requires

 

Preferred Qualifications:
  • Bachelor’s Degree in Business/Business Administration, Marketing, Communications, Finance or related discipline
  • 5+ years of experience managing a channel partner team





The on-target earnings (OTE) for this position is $200,000 - $250,000, which includes base pay and variable pay. Final compensation will be dependent on various factors relevant to the position and the candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed.

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

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