Channel Account Manager

Virtana needs an experienced and tech-savvy Channel Account Manager to help grow our channel business by signing, enabling and managing partners in the North American Geo.  Partner targets include, but are not limited to, MSPs, SIs, and VARs. Reporting to the VP of Channels and Alliances, the Channel Account Manager (CAM) will be responsible for maximizing partner adoption and ensuring the expansion of Virtana’s solutions through MSP and resale channels.  As the CAM, you will act as a trusted advisor and guide partners on how to take advantage of the opportunities in Hyrbrid Cloud Management while accelerating partner revenue via enablement, sales support and program execution.  About You: You have a demonstrated track record of winning, maintaining, and expanding relationships with channel partners. You’re experienced in SaaS and/or Hybrid Cloud Management and you’re ready to take your career to the next level by joining an established, profitable enterprise-focused company.   You’ll be part of a dynamic channel sales team that will help drive the next phase of tremendous growth for Virtana.  Virtana is a “remote first” work environment so you’ll be able to work from the comfort of your home while collaborating with teammates on a variety of connectivity tools and technologies. Role Responsibilities: Meet or exceed quota by signing, enabling and growing top channel partner targets in the East Region North America Manage new and existing channel partners to increase pipeline and sales Work closely with Virtana Regional Sales Managers to build relationships and pipeline with strategic partners Develop and maintain a high level of fluency in Virtana solution functionality and acquire the ability to demonstrate feature/function in an engaging manner to both technical and business audiences Build a positive working relationship with partners to ensure smooth partner execution Collaborate with partners to identify new business opportunities for revenue generation Educate partners on the product portfolio and complimentary services offerings Conduct regular business reviews with partners and share best practices and areas of improvement Work with each partner to realize value adoption of our solution and to ensure positive business outcomes for our common customers Support the partners’ Virtana sales and marketing initiatives Manage partner sales pipeline and accurately forecast monthly and quarterly sales revenue with all partners Required Qualifications:    5+ years experience as a Channel Manager, preferably working in the SaaS or and hybrid cloud sector Understanding of the Eastern US Partner landscape Proven ability to develop and cultivate lasting partner relationships Technological mindset – able to have a technology discussion with senior technical stakeholders Exceptional written and verbal communication skills and the ability to convey complex concepts in a clear and simple way Proven experience meeting and exceeding sales quotas and accurately forecasting the business Demonstrated success selling to and supporting an indirect channel or partner-based sales program Track record of collaborating and demonstrated success in sales organizations that foster teamwork Ability to travel as needed   About Virtana:   Virtana delivers the industry’s only unified software multi-cloud management platform that allows organizations to monitor infrastructure, de-risk cloud migrations, and reduce cloud costs by 25% or more.   Over 200 Global 2000 enterprise customers, such as AstraZeneca, Dell, Salesforce, Geico, Costco, Nasdaq, and Boeing, have valued Virtana’s software solutions for over a decade.   Our modular platform for hybrid IT digital operations includes Infrastructure Performance Monitoring and Management (IPM), Artificial Intelligence for IT Operations (AIOps), Cloud Cost Management (Fin Ops), and Workload Placement Readiness Solutions. Virtana is simplifying the complexity of hybrid IT environments with a single cloud-agnostic platform across all the categories listed above. The $30B IT Operations Management (ITOM) Software market is ripe for disruption, and Virtana is uniquely positioned for success.   Company Profitable Growth and Recognition In FY2023 (Fiscal year ending January 2023), Virtana earned: —  Best CEO, Best CEO for Women, and Best CEO for Diversity by Comparably — Two years in a row YoY Profitable Annual Recurring Revenue (ARR) Growth — Two consecutive years of +EBITDA, 78% YoY EBITDA growth, or 20% of Revenue — Positive Cash Flow, 171% YoY cash flow growth   Also, check out our exceptional 4.7 stars Glassdoor company ratings and 95% CEO approval ratings based on our employees’ feedback.