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Tech Stack
Tools & technologiesSFDC
About the role
Key responsibilities & impact- Lead channel business across 7–10 sales teams in the assigned territory
- Build and manage relationships with major resellers and solution providers
- Collaborate with Field Sales, Systems Engineering, Partner & Field Marketing, Alliances, and other partner teams
- Meet and exceed the assigned regional sales quota
- Drive strategic partner planning, enablement, sales acceleration, and pipeline generation
- Drive partner-initiated pipeline growth and sales opportunities for Omnissa products and solutions
- Develop focus partners to maximize Omnissa’s revenue potential
- Conduct business planning and marketing/demand-generation activities
- Drive account mapping and field-sales engagement for joint selling opportunities
- Deliver enablement sessions for partner sales and SE staff
- Build partner mindshare and position Omnissa as a strategic partner
- Work with Regional Sales Managers and sales leadership to grow revenue through national and regional resellers
- Develop and implement regional business plans
- Articulate Omnissa’s competitive advantages to end users and partners
- Manage deal registration, non-standard pricing, spiff payments, and sales processes
- Identify, develop, and acquire new partners
- Execute channel programs and drive sales and product training
- Conduct partner and end-customer events
Requirements
What you’ll need- 10+ years of experience working with resellers as a Channel Account Manager
- Hunter mentality and ability to get in front of partner executives and demonstrate Omnissa’s value
- Executive-level relationships with key partners in the region
- Understanding of the reseller business model and how Omnissa fits into that model
- Ability to work well with all functional groups within Omnissa
- Track record of success and over-achievement in previous positions
- Expert in Salesforce.com
- 50%+ travel required
- Bachelor’s preferred, or equivalent combination of education and relevant professional experience
- This job requisition is not eligible for employment-based immigration sponsorship by Omnissa
Benefits
Comp & perks- Employee ownership
- Health insurance
- 401k with matching contributions
- Disability insurance
- Paid-time off
- Growth opportunities
- Commission eligibility