Channel Sales Manager



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Sales & Business Development
United States
Posted on Friday, January 12, 2024

Be Part of Building the Future

Dremio is The Easy and Open Data Lakehouse, providing self-service analytics with data warehouse functionality and data lake flexibility across all of your data. Dremio increases agility with a revolutionary data-as-code approach that adopts Git concepts to enable data experimentation, version control, and governance. In addition, Dremio breaks down data silos by simplifying ingestion into the lakehouse, and also allowing queries directly on databases and data warehouses. All of this is available through a fully managed service that not only eliminates the need to maintain infrastructure and software, but also automatically optimizes the data in the lakehouse to maximize performance for every workload.

Founded in 2015, Dremio is headquartered in Santa Clara, CA. Investors include Cisco Investments, Insight Partners, Lightspeed Venture Partners, Norwest Venture Partners, Redpoint Ventures, and Sapphire Ventures. For more information, visit Connect with Dremio on GitHub, LinkedIn, Twitter, and Facebook.

If you, like us, say “bring it on” to exciting challenges that really do change the world, we have endless opportunities where you can make your mark.

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

What we value

At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.

Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.

Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.

Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.

This job is no longer accepting applications

See open jobs at Dremio.