Federal Channel Sales Manager

Profile

**MEMBERS ONLY**SIGN UP NOW***. is a cloud computing software company that sells hyper-converged infrastructure appliances and software-defined storage. We were founded in 2009 and have been a publicly held company since 2016. We were named 2019 Gartner Magic Quadrant for Hyper-Converged Systems.
**MEMBERS ONLY**SIGN UP NOW***. is the right fit for you if you are passionate about technology, creative, and accomplished in your growing career. We pride ourselves on our inspiring culture where you learn from failures, pick yourself back up and become the best version of yourself. We offer several opportunities to participate in professional development and learning, cultivating an inspiring environment. We believe in not only supporting you, but also your families through fully-paid healthcare plans, equity, and other financial tools and wellness programs.
Job Summary:
As a Federal Channel Sales Manager, you are responsible for building the relationship between **MEMBERS ONLY**SIGN UP NOW***. and our top Federal Partners. Your ability to uncover new opportunities for partnership and align efforts from departments across both organizations is essential to your being successful in this role. Cross-functional teams from **MEMBERS ONLY**SIGN UP NOW***.’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions to provide support and tools and resources for you to leverage to attain and exceed sales performance goals. Preferred location – Washington DC/Maryland/Virginia.
Essential Functions:
The essential responsibilities of a Federal Channel Sales Manager are to work directly with their assigned group of Federal Managed Partners to develop sales opportunities, and to work effectively across functions with other **MEMBERS ONLY**SIGN UP NOW***. employees to build the partnership:
• Demonstrate leadership and initiative. 
• Provide coaching and management oversight to the **MEMBERS ONLY**SIGN UP NOW***. and Federal Partner sales teams to help them drive their sales strategy and goal attainment. 
• Use relationship management techniques to develop selling opportunities with the Federal Partner. 
• Work closely with sales management on the development and execution of a sales strategy; adhere to available resources and district sales objectives. 
• Participate in strategic planning sessions with the Federal Partner and **MEMBERS ONLY**SIGN UP NOW***. sales management team on a quarterly and annual basis. 
• Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution. 
• Schedule and attend sales call appointments with a prospect in partner organization. 
• Create sales team alignment between the Federal Partner and **MEMBERS ONLY**SIGN UP NOW***. account teams within the territory. 
• Establish short-term and long-term goals and quotas in line with corporate objectives. 
• Achieve monthly, quarterly, and annual sales targets. 
• Identify needed resources for supporting sales strategy and develop a proposed budget for management review. 
• Be seen and treated by the Federal Partner as a trusted and valued resource. 
• Collaborate with the field marketing organization to plan, deliver, and manage an effective communication and demand generation campaign for each focus partner. 
• Identify **MEMBERS ONLY**SIGN UP NOW***. customer references that can be utilized when reference selling. 
• Develop an account management plan to sell to customer based on their business need.
• Develop territory maps to reflect accounts/geographies covered by the Federal Partner sales teams
• Understand the capabilities of each team and develop improvement/incentive plans to bring all assigned Federal Partner teams to equal capability
• Develop quarterly MDF/Funding spend budgets based on the Federal Partners revenue targets
• Interface directly with Field Marketing teams to develop territory specific plans for all geographies.
• Leverage social media to bi-directionally promote and drive the **MEMBERS ONLY**SIGN UP NOW***. and Federal Partner partnership, goals and objectives.
Job Responsibilities:
· Strong verbal and written communications skills including presentation skills. 
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development. 
• A strong understanding of the sales process and Channel Sales. 
• Experience with target account selling, solution selling, and/or consultative sales techniques. 
• An aptitude for understanding how technology products and solutions solve business problems. 
• Ability to communicate with senior managers about their business challenges and **MEMBERS ONLY**SIGN UP NOW***. Webscale architecture.
· As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, this individual will apply attained experiences and knowledge in solving a wide range of issues in imaginative and practical ways. 
• Can own account responsibility or work on a team. 
• The ideal candidate will contribute proactively to the sales team efforts and positively influences decisions. May also act as a team leader and main decision maker for team
• Can develop a budget to support the enablement, marketing, and promotion of the Partner Business Plan
  Education & Experience: 
• 8 to 12 years of experience is preferred. 
**MEMBERS ONLY**SIGN UP NOW***. is an equal opportunity employer.
The Equal Employment Opportunity Policy is to provide fair and equal employment opportunity for all associates and job applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability. **MEMBERS ONLY**SIGN UP NOW***. hires and promotes individuals solely on the basis of their qualifications for the job to be filled.
**MEMBERS ONLY**SIGN UP NOW***. believes that associates should be provided with a working environment that enables each associate to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, religion, national origin, gender, sexual orientation, age, marital status or disability.
We expect and require the cooperation of all associates in maintaining a discrimination and harassment-free atmosphere.
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