Redpoint

Channel Sales Manager

Be Part Of Building The Future

Dremio is the Data Lakehouse company. Our mission is to reshape the world of analytics to deliver on the promise of data with a fundamentally new architecture, purpose-built for the exploding trend towards data lake storage such as AWS S3, and Microsoft ADLS and even on-prem object stores like NetApp, Minio or HDFS. We dramatically reduce and even eliminate the need for the complex and expensive workarounds that have been used for decades, such as data warehouses (whether on-premise or cloud-native), structural data prep, ETL, cubes, and extracts. We do this by enabling lightning-fast queries directly against data lake storage, combined with full self-service for data users and full governance and control for IT. The results for enterprises are extremely compelling: 100X faster time to insight, 10X greater efficiency, zero data copies, and game-changing simplicity. And equally compelling is the market opportunity for Dremio, as we are well on our way to disrupting a $25BN+ market.

About the role

As the Channel Sales Manager you will be responsible for launching Dremio’s channel program, primarily in North America, including influencing market demand with systems integrator & consultancies, and driving new opportunities with select reseller partners.

What you'll be doing

• Build, own and drive the partnering strategy and goals in alignment with company objectives
• Define a strategic partner plan - what are the few, high impact relationships and how we will leverage these relationships for strategic value. Where appropriate, will work across business groups to maximize impact of the partner and plan.
• Identify, structure and negotiate partnership agreements including but not limited to Reseller, System Integrator, and Consulting partners.
• Identify, win and close partnership contracts with focus on ability to generate additive business/opportunities to the pipeline, by analyzing the potential partner profile, reputation, innovation, market strategies, deal requirements, and financials.
• Help implement a partner enablement program
• Drive the development and execution of joint positioning and go-to-market plans from concept to launch to lifecycle management.
• Drive measurable revenue through joint go-to-market activities.
• Strategize with Regional Sales Leaders on region specific channel strategy that is aligned with company goals, and integrate regional strategy in overall channel strategy

What we're looking for

• 7+ years' business development experience at start-up / early growth stage B2B software companies with clear positive revenue growth attributed to alliance development
• Three years identifying and growing strategic relationships preferably in the data/analytics space
• Knowledge of Data architectures across a variety of technology segments, e.g. Data Warehousing, BI, Data Lakes, etc.
• Ability to understand joint market opportunities, to identify the alliance partner offering gaps that Dremio fills in the market, and to articulate the overall value for the partner and customers
• Proven ability to work cross functionally to define strategy and drive execution of new alliance initiatives
• Verifiable track record of building and managing revenue generating relationships with SIs and consultants
• Experience defining, implementing and executing comprehensive go-to-market activities
• Self-motivated, results oriented, and highly organized person with strong leadership skills. Start-up mentality with willingness to drive the field execution
• Superior communication, both written and verbal, for both executive-level audiences and technical end-users
• Consultative sales approach (problem solver, challenger, and hunter quota carrier) with superb attention to detail and follow-through
• Experience setting up Public Sector reseller program a plus

What we offer

• Medical, dental and vision insurance
• 401(k) Plan
• Short term / long term disability and life insurance
• Pre-IPO stock options
• Flexible PTO
• 16 hours of volunteer time off
• 12 company paid holidays, including Juneteenth
• Remote work options
• Monthly “Get Stuff Done” (GSD) Days
• Paid parental leave
• Employee Assistance Program (EAP)
• Company-sponsored wellness programs including Aaptiv, Headspace, Physera and Ginger
• Quarterly swag surprise