Channel Account Manager in Reading

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you become part of a team of doers, thinkers, and collaborators who embrace and live by our values: Invested Relationships, Fiscal Prudence, Candid Conversations.

ABOUT EGNYTE

Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere.

Egnyte is expanding its MSP channel organization, and this is an opportunity to put your existing MSP relationships to work for an industry leading company that is transforming its GTM to a partner-first mentality. If you are a strong partner account manager that loves building partner businesses– this role is for you!

The Partner Account Manager (PAM) is an inside partner account manager role focused on working with small managed services partners who have relationships and sell to small businesses in an assigned territory. This role has the primary goal of sales growth through pipeline generation with partners. The role involves small partner recruitment, enablement, and ongoing partner management from an inside motion. The role will facilitate partners co-selling into end-customer organizations with MSPs and will be a primary contact for territory partners.

The PAM will be responsible for pulling resources from a shared pool of resources, including vertical specialists, partner systems engineers and partner marketing, to help drive sales for their partners. This individual must excel at influencing and coordinating with cross functional teams to meet and exceed sales targets. The role will hold a unique sales quota, so experience selling to customers from an inside sales motion would be helpful.

WHAT YOU'LL DO:

• Own a Managed Service Provider sales territory and unique quota and drive sales through MSP partners within that territory.
• Build, maintain, and manage relationships with current and prospective partners, managing day-to-day and strategic efforts with the partners.
• Develop partner's capabilities to facilitate the sell through of Egnyte solutions through managed service partners.
• Establish productive, trust-based relationships with key personnel in assigned partner accounts.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Coordinate the involvement of Egnyte's personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.
• Drive joint pipeline generation with and for key partners to meeting pipeline and revenue goals for the territory.
• Process a high volume of partner orders and facilitate partner success by understanding partner usage and consumption.
• Drive business planning with key partners that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Work cross-functionally with Egnyte key stakeholders and build a "one-team" attitude across all extended team members.
• Build capacity, capability, and collaboration within a portfolio of Partners to achieve partner loyalty and drive partner wallet-share.

YOUR QUALIFICATIONS:

• Previous experience of driving channel sales and managing partners from an inside sales perspective ideally within the data security and/or cloud storage segment.
• Hard-working, self-driven and highly motivated individual with great team spirit.
• 5+ years' experience building and managing partnerships ideally within the in territory with strong existing partner relationships.
• Motivated by driving indirect/influence revenue with a record of quota over-achievement.
• Highly organized with a strong operational competence to be able to understand Egnyte systems to ensure partners can understand usage and consumption.
• Ability to listen, make recommendations and influence partner executives.
• A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer.
• Experience managing partner relationships that are based on developing and delivering service offerings tied to vendor product.
• Demonstrated progressive experience with B2B sales.
• Interest in Egnyte, and its software platform.
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Egnyte teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our core values and work in accordance with those values.

This is an inside sales role, that is hybrid-office based, with the expectation you will be in the office at least three days per week.

BENEFITS:

• Family leave (maternity, paternity, shared paternity, and adoption).
• Employee assistance programme.
• Modern Health, a wellness benefit that offers 12 therapy and 12 coaching sessions for employees and dependents.
• Holidays - Standard and Bank.

COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION:

Egnyte is an equal opportunity employer and values diversity at our company. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to gender, age, disability, religion, gender reassignment, sexual orientation, marital status, race, or any other characteristic protected in the United Kingdom.