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Channel Director

Silk USA · Full-time · Management

About The Position

Silk is a Sequoia company. Since releasing its product in Q4 2020 we’ve experienced hyper growth due to the acceleration of companies moving their mission-critical workloads to the cloud. We’ve just finished a significantly oversubscribed $55M funding round. Silk platform enablement of customers cloud deployments was especially relevant to customers in the last two Covid years and today’s turbulent times.

Silk gives demanding workloads 10x faster performance on the cloud compared to native cloud alone. The Silk Cloud Platform is a virtualization layer that sits between the underlying cloud infrastructure and customers’ workloads. Without refactoring, workloads such as Oracle, Microsoft SQL Server, and industry-specific applications can move onto the cloud and massively improve user experience. Industry leaders in e-commerce, software publishing, FinTech, and healthcare, trust Silk with their mission-critical workloads to get the ultra-fast speeds their customers’ demand.

Silk is headquartered in Needham, MA. To learn more, visit silk.us.  The Channel Manager is responsible for building the channel program, recruiting, training, and enabling channel partners who focus on data and databases in the public cloud. The Channel Manager will need to develop executive-level relationships with the partners within the territory.

The Channel Director is responsible for building the channel program, recruiting, training, and enabling channel partners who focus on data and databases in the public cloud. The Channel Manager will need to develop executive-level relationships with the partners within the territory.

Responsibilities

  • Develop a partner program to support silk target partners
  • Work closely with Silk’s Sales and Marketing teams on development and execution of a sales strategy; adhere to available resources and regional sales objectives.
  • Developing and executing territory plan with a focus on channel partners.
  • Recruiting new channel partners and build loyal relationships that produce predictable, recurring indirect revenue streams.
  • Form relationships with key regional and national partners, identify their needs and execute joint activities to achieve revenue goals.
  • Responsible for achieving incremental indirect revenue, pipeline generation and other key channel performance targets.
  • Run various channel events and activities with focus partners within the territory.
  • This position reports to the VP of Channel Sales. 

Requirements

  • Experience as a Channel Manager with a track record of exceeding assigned sales quotas in contiguous, multiple years.
  • Strong understanding of data and databases technologies in the public cloud, (Azure and GCP) and competitive offerings in the marketplace.
  • Strong written and oral communication skills.
  • Creative approach to problem solving.
  • Entrepreneur, high-energy, motivated self-starter.
  • Holds executive reseller relations.
  • Ability to work collaboratively with functional peers across functions including Sales, System Engineering, Marketing, Sales Operations and Product Development.
  • Ability to work independently in a fast-paced environment.
  • Demonstrates track record of recruiting, training, coaching, motivating and retaining a successful group of resellers within the specific NE region.
  • Willing to travel up to 50% of the time.

Education and Experience:

  • 7 years of successful channel sales & channel development experience. Preferably in the Public Cloud data and databases industry.
  • Bachelor’s degree in Business Administration, Marketing or Computer Science – preferred.

About Silk

Silk is an Equal Opportunity Employer and provides extensive benefits including: 

  • Competitive salary and benefits (medical, dental, vision, 401k, savings and spending accounts, Employee Assistance Program, company-paid disability and Life and AD&D Insurance) 
  • Equity options at hire and potential for additional based on performance 
  • Flexible hours, with the expectation that you overlap the main part of the day to serve our customers, meet deadlines, collaborate with colleagues and attend key meetings. 
  • Unlimited paid time off 

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.   

  • Silk does not and shall not discriminate on the basis of race, color, religion (creed), gender, gender expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations. We are committed to providing an inclusive and welcoming environment for all members of our staff, clients, volunteers, subcontractors, vendors, and clients. (Research shows that women and people from underrepresented groups only apply to jobs if they meet all of the qualifications. However, no one ever meets 100% of the qualifications. Silk encourages you to break that statistic and to apply. We look forward to your application.)

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