Channel Director

In your role as Channel Director you will lead a team of several Regional Channel Managers, each of them managing partnerships of the Enterprise Solutions portfolio of Quantum.

You will help actively recruit additional resellers/service providers/system integrators across our main geographies (DACH, France, Benelux, UK) while broadening and intensifying established reseller relationships to develop Quantum business.

Reporting to the EMEA Sr Director of Channel Sales, this role is a pivotal function within the Quantum sales organization, as the primary source for building and growing key partnerships for the benefit of the entire sales team and as the ultimate reference as it relates to building the indirect right go-to-market strategy.

How will your day-to-day business look like?

Manage a team of experienced Channel Sales Professionals, provide them with guidance and leadership. Identify and implement initiatives with Key Channel Partners to build demand and improve their sales readiness on Quantum products. Develop new partner relationships where needed to optimize territory coverage and increase Quantum’s access to customers. Work with distribution to identify and recruit partners. Manage Quantum-oriented Marketing and Business Development initiatives, including budget planning with Key Partners. Promote a modern and innovative Channel Program rewarding partner performance. Develop strong cross-functional relationships within Quantum internal organizations such as sales, engineering, service, marketing, and operations to ensure that Partner needs are met. Interface with top management, sales leadership, and technical teams within the partner base, often handling complex situations and difficult negotiations. Represent both the voice of the Channel Partner to Quantum and the voice of Quantum to the Partner as required to resolve issues and attain revenue. Work closely with the Channel Partners to ensure messaging and communications are consistent with Quantum positioning. Manage quarterly business reviews and set revenue goals with targeted partners.

What you will need to bring to the team?

You are a dedicated, self-motivated and ambitious individual with a can do attitude who has 10+ years of experience in sales and channel position in IT industries (preferably in Server, Storage, Back-up, Archive, HPC, Cloud Service, etc.) In addition you have an experience in managing a team of IT channel sales professionals. You are recognized as a strong leader, capable of providing a balanced management approach between assigning goals and leveraging individual talents. Through your own experience, you know how to inspire your team members and giving them guidance to be successful. Your profound skills in creating sales strategies, as well as your deep understanding of channel partners and channel-centric approach to go-to-market, contribute to developing strong relationships with partners over the long term. As a well-organized self-starter, with a high level of target and sales orientation, you convince with your negotiation skills, polished verbal and written communication skills in German and English (other languages such as French or Dutch are a plus), as well as your distinctive analytical and empathic abilities. You are a strong presenter, capable of delivering a concise message to an audience that can be C-level. Your ability to be flexible and adapt to new situations in a fast paced environment, to work efficiently at all levels of the organization and with people of diverse cultural backgrounds as well as your willingness to travel complete your profile.

---