Channel Manager - Northern California

Infinidat; San Francisco (CA); On-site; USD 150,000 - 170,000; Full time

Job summary

Infinidat in San Francisco is seeking an experienced Channel Manager to lead partner sales and drive revenue through VARs, solution providers, and SI partners. You will develop joint business plans, recruit new partners, and collaborate with regional sales, marketing, and customer success teams to close enterprise opportunities.

The role requires 5–10+ years in enterprise technology channel sales, a proven quota track record, and strong communication and presentation skills.

Qualifications

• 5–10+ years enterprise technology channel sales experience.
• Experience selling through VARs, Solution Providers, SI or Distribution.
• History of consistently exceeding quota and strong communication skills.

Responsibilities

• Develop and execute channel partner business plans.
• Identify, recruit, and onboard new strategic partners.
• Increase partner-generated pipeline and revenue.
• Build executive relationships within partner organizations.
• Conduct quarterly business reviews and set growth objectives.
• Achieve quarterly and annual revenue targets.
• Develop partner-led pipeline opportunities with partner sales teams.
• Increase market share and acquire new logos.
• Train partner sales, technical, and executive teams on Infinidat solutions.
• Coordinate workshops and executive briefings.
• Promote adoption of new products and solutions.
• Collaborate with Regional Sales, Marketing and Customer Success for account strategies.

Skills

Enterprise sales

Channel sales

CRM experience

Presentation skills

Communication skills

Tools

CRM software

Job description

At Infinidat, a Lenovo company, we empower enterprises and service providers with cutting-edge storage platforms that redefine performance, reliability, and cyber resilience at scale.

If you are passionate about this kind of company and you are a seasoned Channel Manager with extensive experience and competitive industry knowledge, then this job opportunity is worth exploring... read on.

Responsibilities

• Partner Development - Develop and execute business plans with assigned channel partners.
• Identify, recruit, and onboard new strategic partners.
• Increase partner-generated pipeline and revenue.
• Build executive relationships within partner organizations.
• Conduct quarterly business reviews and establish measurable growth objectives.
• Revenue Generation - Achieve quarterly and annual booking and revenue targets.
• Develop partner-led pipeline opportunities. Work jointly with partner sales teams to identify, qualify, and close enterprise opportunities.
• Increase market share within existing accounts while driving new logo acquisition.
• Partner Enablement - Train partner sales, technical, and executive teams on Infinidat solutions.
• Ensure partners complete suggested certifications.
• Coordinate workshops, lunch-and-learns, webinars, and executive briefings.
• Promote adoption of new products and solution offerings.
• Sales Collaboration - Partner closely with Regional Sales Managers, Sales Engineers, Marketing, and Customer Success.
• Develop account strategies for key enterprise customers.
• Support partner-led opportunity registration and forecasting.
• Facilitate executive engagement when required.
• Marketing & Demand Generation - Develop joint marketing plans utilizing MDF, Execute campaigns that generate qualified pipeline, Coordinate partner participation in trade shows, customer events, webinars, and executive roundtables.
• Measure ROI on partner marketing investments.
• Channel Program Execution - Drive adoption of Infinidat Partner Program benefits. Communicate promotions, incentives, and partner programs.
• Ensure compliance with channel policies.
• Advocate internally for partner needs.

Requirements

• Experience - 5–10+ years enterprise technology channel sales.
• Experience selling through VARs, Solution Providers, Systems Integrators, or Distribution.
• Experience in enterprise storage, backup, cybersecurity, infrastructure, cloud, or data center technologies.
• History of consistently exceeding quota.
• Excellent communication skills
• Strong presentation skills
• Ability to manage multiple projects and meet deadlines
• Experience with CRM software and other sales tools.
• All applicants applying must be authorized to work in the US.

Base annual salary range: $150K-$170K

About Infinidat

Infinidat’s enterprise storage portfolio provides global Fortune 500 enterprises and service providers with best-in-class solutions for primary storage, next-generation data protection, disaster recovery, business continuity, and cyber resilience. Infinidat’s acclaimed InfuzeOS is the one of the most flexible and complete enterprise software-defined storage architectures in the industry. We recently announced powerful enhancements, an extensive expansion, and the dynamic evolution of our award-winning G4 enterprise cyber and AI storage solutions! Not only did Infinidat win over 40 awards in 2025, but was named a Gartner® Peer Insights™ Voice of the Customer Award for Primary Storage for the 7th time!