Channel Sales Manager

Summary

Join Wasabi, a fast-growing cloud storage company, as a Channel Sales Manager in Sydney, ANZ. You will be responsible for driving Wasabi's business growth in the region by recruiting, onboarding, and activating channel partners. This role involves executing Wasabi's go-to-market model, driving partner sales training, and establishing strong relationships with key personnel. You will leverage marketing automation and CRM tools to track activity and forecast opportunities. The ideal candidate has 5+ years of enterprise storage experience, 3-5 years of channel sales management in backup and recovery, and a proven ability to build and manage sales pipelines. This remote position reports to the Country Manager, ANZ.

Requirements

• Minimum 5 years of enterprise storage background with a vendor or channel (object storage a plus)
• 3-5 years of channel sales/management experience in the backup and recovery space
• Ability to effectively build funnel and manage pipeline is required to drive business and achieve channel sales quota
• Disciplined about planning, setting goals, and following up
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development
• Self-starter, good presentation skills and business acumen
• Enthusiastic about the challenge of working at a hyper growth start-up
• B.A. or B.S. degree

Responsibilities

• Influence Partners and Distributors to align their business resources to drive Wasabi revenue
• Recruit, onboard, and activate new, qualified VARs and Cloud/Managed Service Providers
• Identify large targeted partners and hold regular sales training, meetings and business planning sessions including QBRs and to plan MDF spending, business activities
• Present and gain inspired understanding of Wasabi’s disruptive hot cloud storage solution within partner sales teams
• Establish productive and professional relationships with key personnel in partner accounts
• Establish and maintain joint partner planning processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Meet assigned targets for sales volume and strategic objectives
• Foster excellent communication internally and externally, and in adherence to channel rules of engagement
• Leverage marketing automation and CRM tools to rapidly isolate ideal partner and end-user prospects and systematically track activity and forecast opportunities

Preferred Qualifications

• Having a presales/technical background is preferred (SaaS, storage etc.)
• Subscription-based selling experience beneficial (cloud services a bonus)