Channel Partner Manager

Job Title: Channel Partner Manager
Company: Online Tech, LLC
Location: Ann Arbor or Flint, Michigan; or Midwest Location, with Regular Travel

 

Company & Culture Overview

We are a data solutions company focused on hybrid cloud hosting and providing exceptional services to mid-market and enterprise customers across the US and abroad. Our goal is to help our customers navigate the evolving cloud landscape as they move through their own digital transformation. We are experts in the continuous delivery of secure, compliant cloud and managed services so that our customers can focus on the success of their business.

At Online Tech, it is our people and how we organize ourselves that makes the difference. We are deliberate about our culture--everyone lives our purpose; everyone is driving towards our vision. Our core values are not just words on a wall; they are an active part of our vocabulary. We defend them and constantly look to improve ourselves by asking if we live by them every day. Find out more here: http://www.onlinetech.com/company/core-values/.

 

Market Overview  

InfoPro Research shows the hosting and cloud computing market will grow to 340% of its current size by 2020. Online Tech, one of the Midwest’s leading hosting providers, is poised to take advantage of this significant growth. Online Tech is a leader in secure, compliant, hybrid enterprise-class hosting. We deliver a full range of hosting solutions from colocation to private cloud computing from our five audited data centers across the Midwest. 

 

Job Overview 

The Channel Partner Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents and trains on the entire range of Online Tech’s products and services to assigned partners. 

 

What We’re Looking For 

A highly energetic “A” player who creates a win-win environment with highly developed technical, people, analytical, and leadership skills. Our ideal Channel Partner Manager will fully engage by contributing great ideas and maintaining the highest standards of accountability and client focus to help us build one of the Midwest’s success stories. This is a full-time exempt (salaried) position working at our St. Joseph, MO location , reporting to the National Channel DirectorJason Yaeger.

 

Position Responsibilities

  • Manage the complete lifecycle of a channel partner including: onboarding, training, marketing campaigns, deal registrations, sales orders, and post-sales account management
  • Identify and pursue new channel partners in assigned territory
  • Accountable for achieving and exceeding MRR goals from Online Tech’s new and existing partners
  • Establishes productive, professional relationships with key personnel within sales, marketing and management in assigned partner accounts
  • Creatively approaches each partnership and offers unique solutions based on partner strengths, location, history, etc.
  • Coordinates the involvement of company internal personnel, including support, services, and management resources, to meet partner performance objectives and partners’ expectations
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis
  • Sells through partner organizations to end users in coordination with partner sales resources
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
  • Ensures partner compliance with partner agreements
  • Proactively seeks and grows a partner pipeline, maintaining in contact through the relationship-building process and capitalizing on new channels when opportunity is right
  • Manage Echo Cloud’s three largest clients’ in the Kansas City market
  • Drives adoption of company programs among assigned
  • Proactively recruits new qualifying partners 


Required Skills and Background

  • Bachelor’s degree from an accredited institution 
  • 10+ years business to business sales experience  
  • A track record of success in maintaining relationships with clients and partners by providing support, information, guidance and recommending profit and service improvements, preferably within cloud sales, software sales, big data, or data warehousing
  • Maintain professional and technical knowledge (reading professional publications, establishing networks, participating in professional societies and other related activities
  • Strong critical thinking and communication skills (both oral and written)
  • Desire to be a part of the fast-paced, high-energy entrepreneurial experience
  • Passion for sales, process improvement, relationship building, and winning
  • Ability to work in a dedicated manner, despite the Highs and Lows of Sales Cycles
  • U.S. citizenship or U.S. lawful permanent residency required
  • Ability to travel up to 25-50%

 

Desired but not Required

  • Ability to understand and effectively communicate technical details of solutions to partners
  • Experience selling managed service or cloud-based solutions
  • Experience in a channel sales role
  • Understanding of compliance regulations such as: HIPAA, SOC2 & 3, and GDPR


Key Measures of Success

  • Achieves assigned sales quota in designated partner accounts
  • Meets assigned expectations for profitability
  • Completes partner account plans that meet Online Tech’s channel partner standards
  • Maintains high partner satisfaction ratings that meet company standards.
  • Completes required training and development objectives within the assigned time frame

 

Compensation

 

Competitive base salary plus commissions bonus, 401(k), health insurance, PTO and holidays, a great work environment, and other benefits. We also offer excellent long-term growth potential in a company that promotes heavily from within. We are a privately-held, well-established company (founded in 1994) with an excellent reputation, long-term focus, and value system.

 

If you are interested in this position, please send your resume with salary requirements to This email address is being protected from spambots. You need JavaScript enabled to view it..

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