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Wasabi is a fast-growing cloud storage company offering hot cloud storage at 1/5th the cost of AWS S3, with no egress or API request fees. The company is recognized as one of the best places to work in Boston and is disrupting the cloud storage industry.
As a Channel Account Manager covering the Northern UK region, you will be part of Wasabi's Sales Organization, responsible for growing and supporting the company's channel partner ecosystem. You will recruit, onboard, and activate new qualified Wasabi channel sales partners including Resellers, VARs, and MSPs. Your role involves building and maintaining strategic relationships with partner leadership to drive mutual success.
Key responsibilities include:
- Recruiting, onboarding, and activating new qualified Wasabi channel partners (Resellers/VARs and MSPs)
- Presenting and building deep understanding of Wasabi's disruptive hot cloud storage solutions
- Driving adoption of Wasabi channel programs among partners
- Establishing productive relationships with Reseller/VAR leadership to drive strategic partnerships
- Establishing and maintaining joint partner planning processes with mutual performance objectives, financial targets, and critical milestones (OKRs)
- Meeting assigned targets for sales volume and strategic objectives
- Coordinating Wasabi and partner resources to sell through partner organizations to end-users
- Fostering excellent communication internally and externally in adherence to channel rules of engagement
- Leveraging marketing automation and CRM tools (Salesforce, HubSpot, Claude, Amplemarket) to identify ideal partner and end-user prospects and systematically track and forecast opportunities
- Being disciplined about the challenges of working at a start-up
Requirements:
- 3+ years of channel sales or channel account management experience
- Proven track record of recruiting and onboarding channel partners
- Strong understanding of channel sales models and partner ecosystems
- Experience with Resellers, VARs, and/or MSPs
- Excellent communication and relationship-building skills
- Prior experience with HubSpot or Salesforce CRM
- Sales training certification (a plus)
- Bachelor's degree in business or a related field
