Delphix is hiring a

Channel Sales Manager

Atlanta, United States
Full-Time
About Delphix

Delphix is the industry leader in DataOps and provides an intelligent data platform that accelerates digital transformation for leading companies around the world. The Delphix DataOps Platform supports a broad spectrum of systems—from mainframes to Oracle databases, ERP applications, and Kubernetes containers. Delphix supports a comprehensive range of data operations to enable modern CI/CD workflows and automates data compliance for privacy regulations, including GDPR, CCPA, and the New York Privacy Act.

In addition, Delphix helps companies sync data from private to public clouds, accelerating the journey to the cloud and the adoption of disruptive AI technologies. In a world where every company is becoming a data company, Delphix provides a critical platform to enable data-driven transformation.

The Role

Delphix is seeking a seasoned and accomplished Channel Sales Executive to recruit, enable and sell with/through channel partners to end-user customers and prospects. We prefer to base this position out of the East Coast or Atlanta, GA Area.  Partnering with the “right” set of value added-resellers and systems integrators to help identify incremental sales opportunities and accelerate existing sales campaigns. A Delphix partner has the opportunity to augment Delphix’s professional services delivery teams. Our goal is to virtualize our sales coverage with a noncompeting and joint selling channel program. The Delphix channel program provides a platform for partners to invest in building a long-term and financially rewarding business relationship with Delphix.

While Delphix seeks an independent, autonomous and creative performer, this individual is a team player who can successfully partner with the already existing and dedicated marketing, sales development and pre-sales support. Customer and partner satisfaction is imperative for building a long term subscription licensing business.

Responsibilities: Partner Sales and Pipeline

  • Achieves assigned sales quota in the territory and meets intermediate metrics for partner-driven sales activity, opportunities and co-marketing events.
  • Drives lead generation for the regional sales team by sourcing opportunities in the partner ecosystem.
  • Facilitate account planning with assigned Partner sales teams and Delphix Sales to drive joint opportunity development.
  • Drive customer success, retention, adoption and revenue of strategic partnerships.
  • Supports joint marketing initiatives with partners.
  • Coordinates resources to support partner needs, demos, POVs, SOWs, etc.
  • Provides regular governance of sales analysis, pipeline reviews, teaming and revenue opportunities with strategic partners.
  • Identifies churn risk clients and assists with creation of client retention programs across joint customers.

Responsibilities: Partner Recruitment, Enablement and Management

  • Proactively recruits, qualifies and onboards new partners.
  • Assesses, clarifies, and validates existing partner needs, gaps and requirements to be successful on an ongoing basis.
  • Develops and implements Partner Quarterly Business Reviews that include mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Identifies, develops and implements joint marketing campaigns, win/success stories and case studies with partners.
  • Executes a plan for assigned partners to develop their sales, pre-sales and delivery capabilities on the Delphix DataOps Platform.
  • Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement and best practices.
  • Enlists the support of territory direct sales, inside sales, marketing, service resources, and other sales and management resources as needed.
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Enlists the support of territory direct sales, inside sales, marketing, service resources, and other sales and management resources as needed.

Qualifications

  • 5+ years of channel sales experience with value added resellers and/or systems integrators.
  • Demonstrated success recruiting, developing and managing relationships with Regional, Global SI and Technology partners on the East Coast and nationwide.
  • Self-starter who is competitive, proactively takes initiative and thrives in a fast-paced, dynamic work environment.
  • Proven history of exceeding software sales quotas through strategic partners.
  • Experience with an enterprise, transactional and subscription licensing sales models.
  • Experience selling alongside partners at the CxO and Senior Sales Business Manager. 
  • Excellent qualifying and closing skills.
  • Technical acumen with the ability to relate it with business value.
  • Ability to build strong and continuous partner relationships.
  • Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
  • Manage, track, and report on all partner activities and results using Salesforce CRM.
  • Learn and maintain in-depth knowledge of Delphix products.
  • Stay up-to-date on industry trends and competition.
  • Strategic thinker who can blend consulting and business strategy to develop and implement compelling plans for new partner initiatives.
  • Exceptional organizational, presentation and communication skills - both verbal and written.
  • Bachelor’s degree or higher.
  • 25–50% travel required.

We are strongest when we bring together a diverse set of perspectives and experiences, and strive to empower each voice to be heard and respected. Delphix is committed to hiring and supporting all teams regardless of gender identity and expression, sexual orientation, disabilities, neurodiversity, physical appearance, body size, ethnicity, nationality, race, age, religion, veteran status, or similar personal characteristics. Our focus on inclusion and diversity benefits our employees and positions Delphix to succeed as a global company.