Channel Sales Manager
Basho Technologies, Inc. - Cambridge, MA

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As an integral part of Basho’s growing Sales and Marketing team, the Channel Sales Manager will be responsible for developing and sustaining new sales channels. This role will play a key role in forming plans for increasing Basho’s market share and communicating channel activities. The Channel Sales Manager will work closely with internal teams to lead the development of Basho’s channel programs.
Develop and manage all aspects of the channel partnerships that are key to the growth of the company.
Ability to understand, communicate and execute business objectives internally and externally and communicate with a wide range of audiences (including customers, technology partners, analysts, etc.)
Improve client utilization, prepare and deliver customer presentations and facilitate all communications with resellers
Distinguish between and understand the needs of various stakeholders including customers, field sales teams, channel partners, and technology partners.
Manage alliance partner relationships including executive-level contacts, new business development, and resolution of field, product development and other day-to-day issues.
Develop Go-to-market programs with the partner field organization, identifying/negotiating/closing deals, and driving revenue opportunities in the field.
Develop joint marketing and promotional programs with alliance partners to ensure market success of products.
Conduct business development of new alliance agreements with technology partners that enable customer-focused solutions and extend market and technology leadership.
Leverage existing technology relationships for partner recruitment and joint sales activities.
Build a pipeline of opportunities by partner and provide weekly updates and forecasts to upper management.

5+ years’ channel sales experience, preferably in enterprise software environment.

Capable of developing and articulating coherent product and alliance strategies based on complex industry trends, customer needs, and technology partner requirements.
Excellent oral and written communication skills
Strong negotiating skills with experience initiating and closing technology licensing agreements a plus
Ability to thrive in a startup environment
Experience working with cross-functional, distributed teams