• Channel Sales Manager, Dell EMC (West)

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  • Overview

    Digital technology is no longer just another tool in the IT, marketing, sales or service toolbox to engage, inspire and attract customers. It is becoming the foundation of entirely new ways of doing business as well as giving rise to entirely new businesses. There could be 100 billion connected devices expected by 2025, leading towards a trillion sensor ecosystem. 1 billion digital natives are expected to join the workforce over the next 7 years. In a hyper-connected era of mobile, social, cloud, big data, and the Internet of Things, future growth will depend on platform business models.


    Axway (Euronext: AXW.PA) is a catalyst for transformation. With Axway AMPLIFY™, our cloud-enabled data integration and engagement platform, leading brands better anticipate, adapt and scale to meet ever-changing customer expectations. Our unified, API-first approach connects data from anywhere, fuels millions of apps and delivers real-time analytics to build customer experience networks. From idea to execution, we help make the future possible for more than 11,000 organizations in 100 countries. To learn more about Axway, visit www.axway.com.


    Syncplicity by Axway is seeking an experienced Channel Sales Manager focused on our partner Dell EMC.  As a Channel Sales Manager your primary responsibility will be to drive revenue growth through our Channel Partner Dell EMC, in the western half of North America. This role is mapped to our Enterprise Sales team to support net new logo growth through our partner Dell EMC.  This is an exciting opportunity to be the CEO of your territory, while building a personal brand and representing a leader in Gartner’s magic quadrant for content collaboration. You will utilize your exceptional presentation, leadership, and relationship building skills to convey Syncplicity by Axway’s value proposition to individuals and large groups of sales people, as well as conduct sales trainings. You will work closely with the direct and partner sales teams to ensure successful lead sharing, execution of marketing programs and mindshare generating activities, and be accountable to a partner revenue number.


    To be successful you will need to possess strong critical thinking skills, have an executive presence, a ‘can-do’ attitude, and an entrepreneurial spirit. Relationships within Dell EMC is key to the success of this position.  If you have a passion for Channel Sales, understand the value Channel Partners bring to a sales organization, and have a proven track record of quota-carrying success, we want to hear from you.


    • Build and expand our current relationship with Dell EMC
    • Develop and leverage executive partner relationships to grow mindshare across all levels of the partnership
    • Understand partner business value and how Syncplicity by Axway adds to it
    • Generate product knowledge, enthusiasm, and passion, among partner sales and engineering teams
    • Maintain and execute against quarterly business and partner GTM plans
    • Work with Partner Marketing to develop and oversee marketing programs that fill the top of the sales funnel
    • Along with Sales Enablement, you will coordinate and execute partner enablement trainings Facilitate communications and deal flow between partners and Axway Enterprise sales teams
    • Think and act as the CEO of your territory


    • 5+ years of experience in SaaS sales or SaaS channel sales management
    • Previous partner experience with VARS and Dell EMC preferred
    • ‘Roll-up-your-sleeves’ mentality
    • Strong executive presence and quota-carrying experience
    • 50% travel and located in western part of the USA
    • Bachelor's Degree required

    Axway is an AA and EEO employer


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