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We are seeking a Channel Manager to join our team!This role reports directly to our VP of Sales, Americas. This is a critical revenue-generating role where you will personally land and guide the next generation of key partners, and then build a playbook and team to scale a healthy partner ecosystem. Example partners might include IT services, software, and technology companies; engineering simulation and scientific software companies; and strategic service providers.
• You will build the channel in the Americas region from a nascent state. You will determine which partners and what role channel partners play in Rescale’s Americas business • Your duty will include generating at least $2M in revenue from next-generation partners. Eventually, the channel efforts should bring in 20-30% of Rescale’s total revenue • You will be responsible for learning everything Rescale: from product to strategy to positioning. By the end of your ramp, you’ll be a reliable go-to resource for any of our channel partners • You will conduct a review of our current partner relationships and establish what effect they have in the pipeline and their opportunity progression, combing through them for insights and unexplored opportunities. You will build upon our current resources and tools to support the success of channel partners. Have you ever created a training program for partners? We’re looking for someone who understands how to best set up our channel partners • You will conduct a review of our vertical strategy as it relates to the channel: are we in the core verticals we need? What are our growth verticals? Do we have unexplored or unexploited opportunities in any of these verticals? This assessment will our product roadmap, our marketing strategy, and our internal education • You will assess our technology readiness and gaps with respect to Partner needs and customer needs, and compare those against competitive threats. This analysis will again inform our product readiness, our marketing strategy, and internal education • You will further refine our Americas channel operating model, from processes to tools to product; this includes external investments like marketing, through recruiting members of your team. You will act as a business owner as it relates to all things channel, providing business cases and context to our executive team
• Success in some way of management capacity, or management of sales-related projects • Ability to craft a revenue-generation plan in conjunction with a partner • Experience selling technically complex products • Experience and success in training others • Working with partners to advance revenue goals • Ability to positively motivate an external teamAbility to work successfully with a cross-functional internal team • Ability to set up repeatable systems (tools, process, communication) to enable partner successAbility to think strategically and drive to win-win partnerships Resources to Empower you in your role: • You will be carving out your own channel(s) and team, reporting to the VP of Americas • We offer a full suite of benefits: from up to 100% employer paid for your medical* & 50% coverage for dependents; to 401k; to Goal-Oriented PTO; as well as events like Tech Talks, Board Game Nights, Happy Hours...hard to cover them all! • Also, as we want you personally invested in our success: equity in the form of stock options
• Rescale helps organizations accelerate science and engineering breakthroughs by eliminating complexity. From supersonic jets to personalized medicine, industry leaders accelerate new product innovations with unprecedented speed and efficiency with the Rescale Platform - a solution for intelligent full-stack automation for big compute and R&D collaboration on hybrid cloud. Rescale enables IT leaders to deliver high performance computing as a service, with software automation on a hybrid cloud control plane with security, architecture, and financial controls. In addition, Rescale is here for, and because of, our customers. To place customers at the center of all we do, Rescale’s four values are Growth mindset gets to great; Run fast, own the outcome; Iterate to innovate; and Team over self. Together, they define the GRIT we need in our character to help our customers become wildly successful.
• Rescale is an Affirmative Action, Equal Opportunity Employer. As part of our standard hiring process for new employees, employment with Rescale will be contingent upon successful completion of a comprehensive background check.
Additional Responsibilities: • You will identify target partners and create an approach plan for each of them, building up towards a scalable model of partnership development. This model will be used to inform quotas, which will increase year over year • You will establish an internal operating model centered around Rescale’s leadership team, developing an internal cadence with them on reporting and forecasting. Your forecasts will better assist our long term planning efforts as a company
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