Partner Sales Manager, MSP - US

Partner Sales Manager 

Remote, United States 

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 d