Regional Partner Manager

Data Direct Networks; United States; Remote; USD 80,000 - 150,000; Full time

Job summary

Join a pioneering company at the forefront of AI and high-performance data storage. As a Regional Channel Manager, you'll leverage your extensive sales experience to drive revenue and expand partnerships in a dynamic environment. This role is ideal for a proactive professional who excels in building relationships and achieving sales targets. You'll collaborate with various teams to enhance channel performance and ensure success across multiple sectors, including healthcare and finance. Embrace the opportunity to make a significant impact in an innovative organization that values achievement and problem-solving.

Qualifications

• Minimum 12 years in sales and 5 years in channel sales management.
• Strong understanding of storage technologies and competitive offerings.

Responsibilities

• Drive partners to maximize sales through training and support.
• Manage assigned DDN channel partners and establish revenue targets.

Skills

Channel Sales Management

Sales Strategy Development

Relationship Building

Technical Sales Support

Consultative Selling

Education

BS in Engineering

MBA

Tools

SalesForce

Job description

Overview

This is an incredible opportunity to be part of a company that has been at the forefront of AI and high-performance data storage innovation for over two decades. DataDirect Networks (DDN) is a global market leader renowned for powering many of the world's most demanding AI data centers, in industries ranging from life sciences and healthcare to financial services, autonomous cars, Government, academia, research and manufacturing.

"DDN's A3I solutions are transforming the landscape of AI infrastructure." – IDC

“The real differentiator is DDN. I never hesitate to recommend DDN. DDN is the de facto name for AI Storage in high performance environments” - Marc Hamilton, VP, Solutions Architecture & Engineering | NVIDIA

DDN is the global leader in AI and multi-cloud data management at scale. Our cutting-edge data intelligence platform is designed to accelerate AI workloads, enabling organizations to extract maximum value from their data. With a proven track record of performance, reliability, and scalability, DDN empowers businesses to tackle the most challenging AI and data-intensive workloads with confidence.

Our success is driven by our unwavering commitment to innovation, customer-centricity, and a team of passionate professionals who bring their expertise and dedication to every project. This is a chance to make a significant impact at a company that is shaping the future of AI and data management.

Our commitment to innovation, customer success, and market leadership makes this an exciting and rewarding role for a driven professional looking to make a lasting impact in the world of AI and data storage.

Job Description

As a Regional Channel Manager you will manage all sales activities for DDN's designated channel partners in support of revenue and business unit expansion objectives. This challenging and highly visible position requires an individual who brings the proven ability to drive incremental business with channel partner field sales while meeting aggressive revenue goals on a consistent basis. You must be extremely results driven, bring a strong understanding of the storage marketplace, be customer focused, have a successful track record in expanding the partner base and be skilled in building technical and sales partner relationships. This position requires the ability to work collaboratively with both DDN and partner personnel across functions including Marketing, Sales, Operations, Engineering and Customer Support.

Responsibilities for this role include but are not limited to:

• Aggressively drive partners to maximize sales and total partnership potential through sales best practices, training and support.
• Act as the DDN account executive interface for determined individual accounts and provide the central point of contact for channel generated opportunities within DDN AE assigned accounts.
• Establish the channel field contacts and teaming campaigns with technical and sales personnel.
• Work with marketing to drive programs and events to extend channel generated opportunities to new prospects.
• Identify and recruit channel partners required to meet business unit, industry vertical and geographic expansion.
• Manage and be the main point of contact for assigned DDN channel partners.
• Establish channel partner revenue targets and participate with channel field sales on account planning sessions and prospect sales campaigns on a regular basis.
• Meet and exceed set sales quotas for business unit and new opportunity objectives and provide accurate monthly and quarterly revenue forecasts.
• Providing weekly reporting of pipeline and forecast using the SalesForce automation tool Identify and participate in partner seminars and events for targeted sales programs.
• Identify required DDN technical support requirements for sales campaigns and drive the training programs to position partner for technical self-sufficiency.

Qualifications for this role are:

• Minimum of 12 years as an individual sales contributor and 5 years as a channel sales manager.
• BS degree in Engineering or Computer Science is preferred; MBA a plus.
• A pro-active, hands-on individual able to command respect of the entire organization through leadership, intelligence, hard work, and presence.
• Action and results oriented, demonstrating a bias to action.
• Proven success as a sales representative and channel manager with a track record of exceeding sales quotas in multiple, contiguous years.
• Demonstrated experience in building a channel sales program and expanding partner base to drive incremental business.
• Strong rolodex and relationships with Tier 1 and Tier 2 channel partners within high performance computing and enterprise IT.
• Strong understanding of storage technologies and competitive offerings in the marketplace.
• Experience with target account selling and consultative sales techniques.
• Understanding and aptitude to sell business relevance of storage technology solutions.
• Strong presentation, verbal and written communicative skills. Excellent relationship building and negotiating skills.
• Ability to work cross functionally with DDN company and partner organizations.
• Excellent personal reputation with partners and end user accounts.
• Ability to operate in a fast paced and highly competitive environment.
• Minimum of several years of federal sales/partner experience.
• Strong relationships at federal systems integrators, federal DVARs and federal consultants.
• Proven track record in driving program sales into the federal system integrator community.
• Willingness and ability to travel up to 50% of the time.

DDN

DDN has a very strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities:

Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives.

Success/Achievement Orientation - Delivers quality results consistently. Targets, achieves (or exceeds) measurable results. Sets challenging goals, focuses on critical priorities, and is accountable.

Problem Solving - Recognizes problems and responds with a systematic assessment that identifies and addresses cause of issue. Practical, realistic, and resourceful.

Innovative - Builds and improves key business processes that enhance the effectiveness of DDN. Generates new ideas, challenges the status quo, and solves problems creatively.

DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, transgender, sex stereotyping, sexual orientation, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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