Channel Manager
“Excellence is not a skill. It’s an attitude.” – Ralph Marston
Channel Manager
Remote - US Based • Full-time •
Work Location: Home Based
Travel scope: Up to 50% in region.
Position Description:
Sequoyah is searching for a highly motivated, flexible, proven technology sales leader and professional to join our Sales team in North America. Channels Managers are major contributors to Sequoyah fast-growth success as they drive and quarterback new account acquisition in the Enterprise Market. Working with your SE, partners, field events, customer success, and sales development teams, Channels Managers hold responsibility and accountability for achieving sales goals in the area. As the face for Sequoyah in your designated territory, this executive sales role will represent our team, culture, and services with integrity, energy, collaboration, and intelligence to partners, prospects, and customers on a daily basis.
Responsibilities:
• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaigns
• Identify net new prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations, and personal prospecting
• Understand the Aireagóir technical capabilities, benefits, business outcomes, and industry context to best position our service and navigate an intelligent sales campaign
• Use internal security, communication, and CRM tools to increase your personal efficiency and productivity while delivering accurate business and customer information to the business
• Manage multiple businesses, sales cycles, and customer priorities with 10-20+ sales opportunities each quarter while also navigating long-term strategic opportunities
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns
• Collaborate with internal lead generation and partner resources to establish a pipeline of business and expand opportunities within the territory
• Be the key person to build a solid rapport with partners and prospects while acting as the team quarterback to keep the sales process moving forward
• Assist in finding, building, managing, and growing new business partnerships within the reseller and ecosystem community to build pipeline and leverage relationships for competitive advantage
• Leverage personal networks and business partnerships to generate net new leads for the territory
• Frequent attendance (8-10 each quarter) at events and trade shows when (post COVID-19)
• Significant in-territory travel to engage onsite with prospective customers (post COVID-19)
• Collaborate with the management team to develop near-term and long-term strategic territory plans
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales, and other business development resources
• Constantly improve communication and relationship with pre-sales engineering counterparts to create a cohesive selling process and customer experience
• Work in conjunction with channel resources to ensure the success of strategic partners and strengthen channel relationships
Required Skills and Experience:
• Bachelor’s degree (business administration, finance, economics, computer science, computer information systems) or equivalent combination of education and experience. MBA is a plus
• Skilled in selling techniques within a proven sales process framework and a minimum of 5 years’ experience selling to the Enterprise and mid-market
• A proven track record of consistent sales quota achievement
• Security, SaaS, Storage, or related Technology sales experience required
• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Solid level of technology, spreadsheet, and CRM utilization
• Devotion to continual personal sales development, customer service, and follow-up
• Ability to be flexible and work in a rapidly changing environment is required
• The ability to work with a variety of internal groups
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
• Must be highly motivated, self-starter, possess a positive-aggressive attitude and have excellent organizational skills
About Us
At Sequoyah, we recognize that success comes from delighting our customers. We believe in being lean – in constantly building, measuring, and learning in all aspects of our business. We truly value people. Sequoyah offers compelling compensation packages, benefits, and equity for employees. Sequoyah is focused on building a workforce that is diverse and inclusive. If you're excited about this role, but do not meet all of the qualifications listed above, we encourage you to apply. We review all applications. Sequoyah is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, provincial, or local law. Sequoyah is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our recruitment, assessment, and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. Please let us know if you require any accommodations.