Partner Alliance Manager

Arctera; Raleigh (NC); On-site; USD 110,000 - 170,000; Full time

Job summary

Arctera seeks a Channel Partner Manager to expand and strengthen relationships with distributors, VARs, systems integrators, and strategic technology partners across the Americas. The role focuses on recruiting, enabling, and growing partner pipelines to drive revenue while helping customers achieve governance and compliance objectives.

The candidate will coordinate joint GTM plans, partner enablement, and quarterly business reviews, collaborating with direct sales to optimize territory planning

Qualifications

• 7+ years channel sales, alliance management, or partner development experience.
• Experience working with GSIs, distributors and value-added resellers.
• Proven success achieving channel revenue goals.
• Strong relationship-building and executive communication skills.
• Experience with CRM and PRM systems.

Responsibilities

• Manage and grow assigned channel partner relationships.
• Recruit and onboard new partners aligned with Arctera's strategic objectives.
• Develop joint go-to-market plans and business development initiatives.
• Deliver partner training and enablement programs.
• Conduct quarterly business reviews with strategic partners.
• Collaborate with direct sales teams on territory planning and opportunity management.
• Create partner-generated pipeline and influence partner-sourced revenue.
• Coordinate marketing campaigns, webinars, and events with partner organizations.
• Track partner performance metrics and growth initiatives.

Skills

Channel sales

Alliance management

Partner development

Relationship building

Executive communication

Tools

CRM systems

PRM systems

Job description

Arctera is seeking a Channel Partner Manager to expand and strengthen relationships with distributors, value-added resellers, systems integrators, compliance consultants, and strategic technology partners across the Americas.

This individual will drive partner recruitment, enablement, pipeline creation, and revenue growth while helping customers improve their information governance, recordkeeping, compliance, and eDiscovery readiness posture.

Responsibilities

Manage and grow assigned channel partner relationships.

Recruit and onboard new partners aligned with Arctera's strategic objectives.

Develop joint go-to-market plans and business development initiatives.

Deliver partner training and enablement programs.

Conduct quarterly business reviews with strategic partners.

Collaborate with direct sales teams on territory planning and opportunity management.

Create partner-generated pipeline and influence partner-sourced revenue.

Coordinate marketing campaigns, webinars, and events with partner organizations.

Track partner performance metrics and growth initiatives.

Required Qualifications

7+ years channel sales, alliance management, or partner development experience.

Experience working with GSI's, distributors and value-added resellers.

Proven success achieving channel revenue goals.

Strong relationship-building and executive communication skills.

Experience with CRM and partner relationship management systems.

Preferred Qualifications

Experience in:

• Archiving
• eDiscovery
• Compliance software
• Cybersecurity
• Data protection

Existing relationships with major compliance, security, storage, or infrastructure resellers.

Understanding of regulated industry buying motions.