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Channel Account Manager
HYCU
This job is no longer accepting applications
See open jobs at HYCU.See open jobs similar to "Channel Account Manager" Mass Technology Leadership Council.Sales & Business Development
Boston, MA, USA
Posted on Nov 5, 2024
Why Join HYCU?
HYCU is the fastest-growing leader in the multi-cloud and SaaS data protection as a service industry. By bringing true SaaS-based data backup and recovery to on-premises, cloud-native, and SaaS IT environments, the company provides unrivaled data protection, migration, disaster recovery, and ransomware protection to thousands of companies worldwide. The company's award-winning R-Cloud platform eliminates complexity, risk, and the high cost of legacy-based solutions, providing data protection simplicity to make it the #1 SaaS Data Protection platform. With an industry leading NPS score of 91, HYCU has raised $140M in VC funding to date and is based in Boston, Mass. Learn more at www.hycu.com.
Overview
We are looking for an experienced Channel Account Manager (CAM), who is passionate about developing relationships for HYCU’s Channel Partners across the Americas. The successful candidate will play a crucial role in helping expand HYCU’s reach to new markets by growing and nurturing our partner ecosystem. The CAM acts as a liaison between the company and its channel partners, which can include distributors, resellers, and value-added resellers (VARs). Their primary goal is to ensure the success and growth of the company's channel partner ecosystem.
Location(s):
- Boston, MA (Hybrid; 3 days onsite/2 days remote)
What You’ll Do:
- Drive Partner sales revenue through partner engagement
- Relationship Management: Build and maintain strong relationships with channel partners, acting as their main point of contact for HYCU within your region. Develop a deep understanding of the partners' business strategies, goals, and challenges to align them with the company's objectives
- Channel Partner Enablement: Provide training, resources, and support to channel partners to enable them to effectively sell HYCU's products or services. Educate partners on HYCU's value proposition, competitive advantages, and sales techniques to increase their product knowledge and sales effectiveness
- Identify new business opportunities within the channel partner ecosystem and develop strategies to expand HYCU's market reach. Actively prospect for new channel partners and evaluate their fit with the company's target market and product/service offering.
- Channel Program Management: Manage channel partner programs and initiatives, such as partner incentives, co-marketing campaigns, and lead generation activities Collaborate with marketing, sales, and other internal teams to develop and execute effective channel programs that drive partner engagement and revenue generation
- Contract Negotiation: Negotiate and manage contracts, pricing, and terms with channel partners. Ensure compliance with contractual obligations and resolve any disputes or issues that may arise
- Work closely with Strategic National VARs on a field level and manage all aspects of the VAR relationship
- Collaborate with cross-functional teams such as Sales, Sales Engineering, Marketing, Product, Sales Ops, etc., to deliver a world class experience for partners
- Define business requirements for reports delivering insights to improve performance and customer and partner satisfaction
What We’re Looking For:
- Hunter mentality, organized, multi-tasker, excellent presentation skills, self-starter, energetic, engaging, positive attitude and a passion for accountability
- Sales mindset with a channel title
- 5+ years of proven experience in a successful Channel Sales operation partnering with VARs, Systems Integrators, Distributors, etc., preferably in the Data Protection space
- 2+ years of experience selling SaaS Cloud-based Data Protection as a Service (DPaaS) in an inside or field sales role preferred
- Leverages deep knowledge about joint go-to-market operations to secure alliance partner opportunities that deliver exceptional value for HYCU and our partners and customers
- Proven ability to work cross functionally to define strategy and drive execution of alliance initiatives
- Self-motivated, results-oriented and highly organized person with strong execution skills
- Start-Up mentality with willingness to drive the field execution
- Consultative sales approach (problem solver, challenger, and new business quota carrier) with superb attention to detail and follow-through
- Exceptional communication and diplomacy skills: able to design, present, and discuss compelling data driven analysis and presentations to influence stakeholders at all levels
- Team Player - able to work well with all cross-functional groups within HYCU’s global teams
- Track record of success and over-achievement in previous positions
- Possess in-depth knowledge of key competitors and demonstrate the ability to articulate HYCU’s advantageous position to end users and partners
- BA or BS or equivalent with related practical experience
Attributes of a Successful HYCUer in this role:
- Hungry, self-starter and strategic thinker who thinks outside the box
- Takes responsibility and ownership for driving successful outcomes. You’re results-driven with a winning attitude
- Team player! You have excellent people and management skills to interact with staff, colleagues, cross-functional teams and third parties
- Hands-on and builders' mentality with an entrepreneurial mindset and intrinsic motivation
- Obsessed with being customer-focused – We know our customers and are advocates for their voice and point of view across HYCU
- Intellectual curiosity, always open for continuous learning/growth mindset
Who We Are:
Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.
The following is how we approach each Core Value:
- Authenticity – We are who we are and we do it well. We focus our energy on being who WE are. We are true to ourselves. We understand where we are truly the best fit for our customers and when we are not. And, we are authentic in relationships: ensuring that we are honest and do what we say we’re going to do.
- Grit – We want to win. Every team member jumps in and helps at every turn. Whether it’s staying late to help a colleague or customer or finding a better process and making sure it’s communicated cross-functionally. We just have to do it and love it…and never stop trying.
- Empathy – We care about each other, our clients, our business, and the world around us. It's a tall order, but if we don’t live in a constant state of empathy, or truly put ourselves in another person’s shoes, we cannot truly serve the market.
"We are at our best when we stay true to our Core Values."~ Simon Taylor, CEO
What We Offer:
Come work for one of CRN’s “20 Coolest Cloud Storage Companies of the 2024 Cloud 100.” At HYCU you’ll have the opportunity to build your career with a “Visionary” B2B SaaS company from Gartner’s Magic Quadrant for Enterprise BackUp. HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more. We offer career development programs and an inclusive global culture. All our employees participate in our equity program.
This job is no longer accepting applications
See open jobs at HYCU.See open jobs similar to "Channel Account Manager" Mass Technology Leadership Council.