Channel Manager, West Jobs

At Infinidat, we help enterprises and service providers empower their data-driven competitive advantage at scale. We are a leading provider of enterprise-class storage solutions. The company’s software-focused architecture delivers sub-millisecond latency, full availability, and scalability with a significantly lower total cost of ownership than competing storage technologies.

This position will lead the Channel technical pre-sales strategy and build relationships and overall direction with our Channel Partners. Travel to channel partner sites for briefings and other business-related matters is required. Travel time is estimated

Location Preference: Southern California or Pacific Northwest.

Responsibilities:

• Knowledge of the competition (you will be selling against) – How other companies’ products work and why, when compared to INFINIDAT, they are less efficient and effective.
• Manage channel partners’ expectations and submit enhancements in conjunction with Technical Advisors for any enhancements. Work with the channel to Follow-up to customer inquiries.
• Interactive demonstrations.
• Evaluations and (if required) -> proofs-of-concept –
• Ability to enable channel partner sales and technical teams.
• Strong Channel background a must
• Ability to articulate and describe Infinidat products during customer and channel partner presentations & white-boarding sessions.
• Demonstrate a deep understanding of the Company’s products.

Requirements:

Proven team Player with at least 5 years of proven technical experience (Can be engineering – operational, etc.;) that provide a good foundation for today’s key business drivers and challenges faced by IT organizations today.

• Databases (Oracle - DB2 - SQL Server etc.;)
• Microsoft Application Ecosystem (SharePoint – Azure etc.;)
• Storage protocols (Block protocols (Fiber Channel and iSCSI) – NAS - (NFS/CIFS (SMB) - Object (REST/HTTP)- CKD, and FICON
• EMC, HDS, NetApp, HP, IBM, and other enterprise storage products
• Virtualization Technologies (VMware, Hyper-V - AIX - OpenStack –XEN)
• Competitive Knowledge of at least 1 (ideally a minimum of two) of the following:
• Data Protection and Business Continuity solutions (software and infrastructure platforms, such as Virtual Tape Libraries (VTL)
• Major Operating Systems including Windows – Linux – AIX, and helpful but not required (Mainframe)

2 years of pre-sales experience (ideally in a startup environment) (AFA vendor, container vendor, virtualization vendor – modern backup vendor in their specific geographic region or vertical market – supporting a quota-carrying team.)

Ability to teach channel partners how to conduct conversations at the executive layer and convey our solution's technical and business merits to the relevant parties.

Help partners bridge internal customer gaps and adversarial/disparate groups within the customer organization and win them over to our solution.

Be a self-starter and partner closely with our partner[s] that you work along with.

Ability to provide information about competitive products and differentiate the advantages and disadvantages of the offerings based on real-world experience.

Support Infinidat’s channel partners in creating and delivering architecture proposals and developing and delivering Solution Briefs that fit within company guidelines. Truthful representation at all times.

Support Infinidat’s channel partners and lead responses to POCs, RFPs, RFQs, and RFIs as defined by the customer requirements.

Experience using TCO analysis and other (ROI) tools to justify proposals financially – understand the data from the performance testing and be able to articulate the findings.

Experience working with Business Partners to fulfill solutions and services.

Preferred Qualifications:

• All applicants applying must be authorized to work in the US.
• Infinidat is proud to be an equal opportunity workplace committed to equal opportunity, inclusion, and diversity.
• Salary Range for this role: $127,490-$162,500 (relevant skills and experience, level, location, etc.)
• Deep technical knowledge, strong channel background, and real-world usage of the application and operating system environments and their integration touch points within the enterprise storage industry, including but not limited to the list described in the first section of the Required Skills & Experience Section.

About Infinidat

Award-winning Infinidat is a global provider of enterprise storage platforms and solutions. Installed in Global Fortune 500 companies around the world supporting a wide variety of applications and use cases, our software defined storage architecture delivers microsecond latency, autonomous automation, powerful cyber storage resilience, 100% guaranteed availability, and dramatically reduces enterprise storage CAPEX and OPEX.

The company’s portfolio has been named a Leader for four consecutive years in the Gartner® Magic Quadrant™ for primary storage, has received the Gartner Peer Insights Customers’ Choice Award for 3 consecutive years based on end-users’ ratings, as well as numerous other awards from the storage analyst and storage press community.

Our success continues to be based on the talent, experience, and motivation of employees who leverage their skills and abilities to make a real impact in the industry.

If you have the power to be the best of the best, we would love to have you join the Infinidat family and make a mark as an essential player in our company’s growth.