Remote Partner Sales Manager

Mountain View, CA

EGNYTE YOUR CAREER. SPARK YOUR PASSION.

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With over 22,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are 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. For more information, visit www.egnyte.com.

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 sales professional that loves building partner businesses– this role is for you!

The Partner Sales Manager (PSM) is an experienced managed services partner sales professional responsible for building and growing indirect sales as an individual contributor in an assigned territory. This role will be a key sales accelerator for Egnyte, having the primary goal of sales growth through pipeline generation and service offering development with partners. The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, on-going partner management, and co-selling into end-customer organizations with MSPs. The PSM will be a primary contact for territory partners and will be responsible for managing the overall corporate relationship with those partners.

The PSM will act as quarterback of a dedicated partner team within the defined territory, including a partner account manager, partner systems engineer and partner marketing manager. This individual must excel at influencing and leading cross functional teams to meet and exceed sales targets. The role will hold a unique sales quota, so experience in customer sales in order to coach partners in selling Egnyte technology would be helpful.

WHAT YOU’LL DO:

• Own a Managed Service Provider sales territory and unique quota, and act as overall quarterback for the MSP business within the territory – driving a comprehensive territory plan that identifies go-to partners within the territory and engaging Egnyte sales specialists as needed to build partner competency.
• Develop partner’s capabilities and assist in developing partner service offer build out around Egnyte solutions to facilitate the sell through of Egnyte solutions through managed service partners
• Identify partner GTM &/or services offerings; working with partner sales resources, services, marketing, etc. to develop & launch offerings that drive of incremental revenue
• Build, maintain, and manage relationships with current and prospective partners, managing day-to-day and strategic efforts with the partners.
• Establish productive, trust-based relationships with key personnel in assigned partner accounts, to provide partnership and Egnyte sales coaching to key team members
• Coordinate the involvement of Egnyte’s personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Manage direct/channel conflict by fostering excellent communication between the channel and end user sales teams
• Ensures partner compliance with Channel Partner programs and agreements
• Drive strategic business planning with key partners that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners
• 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 ideally within the data security and/or cloud storage segment
• Hard working, self-driven and highly motivated individual with great team spirit
• 8+ years experience building and managing value added partnerships in North America with strong existing partner relationships
• Motivated by driving indirect/influence revenue with a record of quota over-achievement
• 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 selling in the data governance, file infrastructure tools and/or content lifecycle and or compliance management space via channel partnerships
• Experience managing partner relationships that are based on developing and delivering service offerings tied to vendor product
• Must have experience in a hybrid sales environment of direct and indirect sales
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high-end technology products in assigned territory in a channel model
• 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.
• Desire to travel is required (approximately 50%)

COMPENSATION:

• Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.

BENEFITS:

• Competitive salaries and comprehensive benefits
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance.
• Paid holidays and sick time
• 401(k) Retirement Plan (Traditional and Roth)
• Health Savings Account (HSA) and Employee Assistance Program (EAP)
• Paid Maternal, Paternal, and Adoption Leave to help you grow your family
• Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
• Gym, cell phone, and internet reimbursement
• Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered.
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more.
• Your own Egnyte account with lifetime access

Equal Employment Opportunity

Egnyte, Inc. is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Egnyte, Inc.'s management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.

Commitment To Diversity, Equity, and Inclusion:

At Egnyte, we celebrate our differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our recently launched global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be.

Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of [email protected]. Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact [email protected]. To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy.