Channel Sales Manager

Overview:

DataDirect Networks (DDN.com) is a leading global provider of data storage and data management solutions at scale. We accelerate AI and High Performance Computing workflows and applications in data centers, private and public clouds, and at the edge. Thanks to our technology, over 11,000 customers realize significant efficiencies in their GPU and CPU compute farms, substantially reducing their data center power consumption and footprint. Utilizing highly optimized flash technology and AI-enabled software, our products power some of the largest and most demanding customers in the world in fields such as autonomous driving, AI chatbots, healthcare, financial services, manufacturing, energy, government, public sector, and research institutions, as well as generative AI and data analytics applications.

As a Channel Sales 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 7 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.

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.