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Director of Channel Sales (North America & LATAM)

Location: USA

Join world-class specialists building an unmatched product for the modern cloud ecosystem.

We are building the next generation of cloud file storage for remote collaboration. After re-imagining what it means for today’s modern, cloud-based workflows, we applied it to the media and entertainment industry, and are now disrupting and transforming this $25B market. Our technology allows teams to leverage the benefits of cloud storage as easily as using a local drive, while addressing performance and security concerns usually associated with it. With a focus on simplicity, security, and performance, we've reached a new milestone in our journey, and we're looking to expand our team with more talented members.

  • Cloud technology startup - Headquartered in the US with R&D based in Sofia, Bulgaria
  • Product Innovation - Cloud NAS, built as SaaS, cloud-native file system
  • Team - A dream team of 35+ dedicated individuals
  • Mission - To make data universally, securely, and seamlessly accessible to everyone, everywhere

The company experienced over 14X growth in ARR in 2020 and raised our series A round of financing to fuel this growth.

 

Job Description

We are seeking a highly motivated Director of Channel Sales (North America and LATAM) with Media and Entertainment experience, who will be responsible for executing the channel and alliances sales strategy against our initial go to market vertical. This is a rare ground floor opportunity in a leading technology startup in an exciting and growing market with green fields untouched sales opportunities.

Your skills and qualifications:

  • Direct and Channel Sales experience with a deep understanding of how technology and channel partners operate and make money.
  • Must have a proven track record in selling Enterprise SAAS or on-premises software solutions into corporate organizations of all/any size ideally in the Media and Entertainment space
  • 2 to 5 years of individual quota carrying, direct sales experience PLUS
  • 2 to 5 years of individual quota carrying, channel sales experience
  • Must have the ability to qualify opportunities, define the sequence of events to close deals, and articulate that strategy to your sales management and the executive team.
  • Strong business acumen for uncovering, evaluating, growing and closing sales opportunities within a dynamic and extremely time sensitive environment
  • Ability to manage a large number of active leads while simultaneously uncovering and closing new sales opportunities
  • Documented, consistent success exceedingly quarterly and annual sales targets through thorough account planning and weekly forecasting sessions
  • Experience developing and expanding upon existing customer relationships at multiple levels and across multiple functions within each organization.
  • A strong communicator and a great listener, enabling you to understand the customer’s primary points of pain
  • The ability to understand how our solution addresses the pain, articulate this to the customer, and get them excited about the product
  • Data driven, analytical and creative thinker who can identify the best path with least resistance for a general-purpose technology with broad applications.
  • Appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients
  • Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed
  • The expertise to solve problems, drawing on your past experience and using existing resources
  • A desire to take the initiative, seizing opportunities when you see them, emptying the trash can when it is full
  • The finesse to close a customer without them even realizing it
  • Thrive in the loosely structured, chaotic nature of a startup culture

Please Note: This job description is not intended to be a complete list of all responsibilities, duties or skills and due to the changing nature of the job is subject to review and change at any time. Remember, this is a startup!

Your responsibilities:

  • Channel Portfolio Management: Recruit and manage a small portfolio of strategic, named, go to market partners that can deliver incremental end user business in the Media and Entertainment vertical. Plan and executive a channel coverage model in each of our major geographies to extend our sales and marketing reach, scale our pre-sales engineering resources, and provide tier 1 and tier 2 end user support. This role includes on-boarding of partners and holding our partners (and ourselves) accountable, e.g. driving technical enablement, implementing sales training and certification, strategic account mapping, end user deal registration, and planning and executing end user demand generation marketing programs (with our channel marketing team).
  • End User Direct Sales Motion through and with Channel Partners and Alliance Partners: Identify, prospect, develop, and close with our channel and alliance partners end user accounts in the Media and Entertainment industry, with a special focus on TV/Cable/Sports; Streaming/OTT, Advertising Agencies, and Film Production. These end user accounts can range in size from SMB to strategic, multi-million dollar global accounts.
  • Follow up on inbound channel leads and deal registrations generated via our channel and alliance partner events, marketing lists, and content-based marketing to ensure they have the information and tools to evaluate our solution
  • Assist in lead generation through an active social media presence, local industry groups, networking events, and tradeshows
  • Demonstrate the product to prospective customers face to face or via Zoom online meetings
  • Provide customer feedback and requests to the other stakeholders in the organization
  • Keep an accurate pipeline and forecast via our CRM
Our team

Meet our team

The ideal team member possesses the following personal traits:

  • Shares our core values
  • Contributes as a team player
  • Provides a smart analytical mindset
  • Is result-oriented and self-motivated
  • Embraces a positive, can-do attitude
  • Thrives in a fast-paced, dynamic environment
  • Desires to constantly learn while helping others do the same

Great work deserves great benefits

  • Stock option
    Stock option plan Our success will also be your success through our attractive stock option plan.
  • Money
    Excellent compensation We offer an competitive remuneration package to address your needs.
  • Vacation
    Flexible vacation Vacation days are based on your needs to refresh, recharge so you can maintain a healthy work-life balance.
  • Time
    Flexible working hours & location You know best how to reach your “performance” zone.
  • Health
    Healthcare We offer comprehensive healthcare and dental insurance for you and your family.
  • 401K Contributions
    401K Contributions We help you save for your future with 401K contributions.

SaaS offering, no hardware or IT support required

End-to-end security encryption

Works with any object storage

Instant on-demand file access from anywhere