Channel Sales Manager

Groundwork Open Source Solutions is a venture-backed software company offering enterprise-class IT management solutions based on open source software. The company has 30 employees and is based in Emeryville, CA. Telecommuting for residence outside of the Bay Area is ok.

Groundwork is seeking experienced Channel Managers (CM). CMs are responsible for driving sales of GroundWork's products and services within a specific sales territory. CMs will define, initiate, implement and manage a wide range of strategic and revenue generating partnerships. CMs target and recruit potential value added resellers (VARs) and partners, develop and implement sales strategies with them, train their sales force, and assist them in closing end-user deals. CMs manage accounts and partners on an ongoing basis.

Responsibilities:

• Determine viability of channel strategy for each GroundWork product
• Identity new potential channels of distribution
• Evaluate competitive companies' channels of distribution for best practices and viability of policies for Groundwork Open Source products and services
• Interview competitive and altogether new channel partners for potential synergy to represent Groundwork's products
• Partner with the Groundwork product group to identify and leverage emerging markets
• Develop channel partner business proposition for new products and markets in order to maximize sales and partner profitability
• Develop process and methodology to analysis existing channel coverage in order to determine potential growth areas
• Ability to prospect and gain access to potential channel partners
• Some travel within the U.S. required

Requirements:

• In-depth knowledge of channel sales, VARs
• Domain experience in IT management software and/or services
• Minimum 5-7 years experience in business development/channel sales /strategic Alliances in high tech arena
• Working knowledge of federal, state, and local government markets
• Bachelor's degree
• Excellent presentation and communication skills, both written and verbal

Groundwork Open Source Solutions is an equal opportunity employer that is committed to a diverse workforce.

Compensation:

We offer an attractive compensation package, which includes base salary, commission and generous options, commensurate with the experience and background of the candidate.

To apply to this position, please send a cover letter and resume to [email protected].