Overview

The Channel Manager will be responsible for the strategic and tactical territory plan and revenue for Stratus hardware and the broader Penguin portfolio. The CM will be responsible for enabling channel partners to promote Penguin Solutions / Stratus products and grow revenue as well as directly leading sales pursuits at Enterprise target customers. The position requires the ability to work cross functionally to develop excellent relationships within the company and its partners. This region has a specific vertical focus around Oil & Gas, Retail, and Financial Services.

Responsibilities

• Identify and cultivate new business opportunities with customers and partners through acct mapping and quarterly business reviews with strategic partners.
• Manage and direct a sales pod to achieve sales and profit goals within owned territory, partners, VAR’s, SI and Associated End Users
• Design and recommend sales programs and set short- and long-term sales strategies and techniques to increase the region's sales volume
• Forecast and drive opportunities through national & territory partner base
• Develop and implement a business plan for customers in target industries
• Provide regular and accurate sales forecasts
• Monitor sales performance against stated objectives
• Understand and communicate the business value and ROI of Penguin products and solutions to partners and customers
• Execute joint marketing campaigns and partner programs
• Maintain an active pipeline, managing all aspects of customer needs and follow up on all leads supplied in a timely manner
• Coach and develop a POD team members to grow their assigned responsibilities and quotas

Additional Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the individual for this job. Duties, responsibilities and activities may change at any time with or without notice.

Qualifications

• 8+ years of sales experience in the IT industry, with proven ability to impact product strategy and development
• Proven history of consistently meeting or exceeding annual revenue assignments and quota
• Knowledge of high availability or Fault Tolerant computing solutions (Stratus ztC Endurance, Linux KVM, VMware HA, Windows Clusters, etc.) a plus
• Knowledge of Edge AI and HPC clusters and workloads
• Ability to develop a strategic plan including sales and marketing activities
• Strong communication, interpersonal, and negotiation skills
• Excellent networking, researching, prospecting, influencing, sales closing and deal nurturing skills
• Strong public speaking and general communication skills, both written and verbal, with a proven capacity to engage credibly at all levels – up to and including the Board level
• Ability to handle multiple assignments and work independently
• Focus on being results-oriented, high energy, persistent, and personally accountable
• Collect and analyze market information about current technologies and the IT marketplace, particularly as they relate to Penguin Solutions
• Bachelor’s Degree or equivalent education and experience

Location

This is a remote position in the Central region preferred to reside in the TOL geo or any of the following states:

• Illinois
• Indiana
• Kansas
• Louisiana
• Michigan
• Missouri
• Ohio
• Oklahoma
• Texas

Travel

Willingness to travel as the position requires. Domestic travel within region to customer and partner meetings. Occasional conferences, trade shows, and partner events.

Compensation & Benefits

The total cash compensation range that the Company reasonably expects to pay for this position in the United States is $185,000 - $200,000; the pay ultimately offered may vary based on business considerations, including job-related knowledge, skills, experience, and education. There are medical, dental, and vision benefits available. There is a 401k saving plan and other benefits, such as Paid Time Off, Life Insurance, and an Employee Assistance Plan.

Inclusion & Belonging Statement

We are committed to creating an inclusive environment that embraces differences and fosters a sense of belonging for all.

Equal Opportunity Statement

We are an Affirmative Action/Equal Opportunity Employer and strongly committed to all policies which will afford equal opportunity employment to all qualified persons without regard to age, national origin, race, ethnicity, creed, gender, disability, veteran status, or any other characteristic protected by law.