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Channel Account Manager, Western Region at ScienceLogic
Austin, TX, US

The Channel Account Manager (CAM) creates, maintains, and expands relationships with target channel partners across western North America.  Assigned to channel partners based on geography, channel, or market, the CAM is responsible for achieving sales, profitability, and partner development objectives. The CAM represents the entire range of the Company’s products and services to partners.

ScienceLogic is a fast-paced, high-growth environment in the AIOPs market space.  The Company’s product can See, Contextualize and Act upon, hybrid IT infrastructure and hybrid clouds, such as AWS, Azure, Google Cloud.  Industry analysts have named ScienceLogic is a leader in the new, rapidly expanding AIOps market, which is growing to $11.1 billion in four years.

The Company is looking for committed, high energy candidates who are looking to make a big impact and who want to work within a great team. The perfect candidate will thrive on taking-on challenges and will drive programs through excellent execution and consistent follow up.  The CAM will be an evangelist of new technologies such as AIOps to channel partners and customers.  The right person will make a significant contribution to the Company’s success.

What you’ll be doing…

  • Achieve subscription bookings quota from partner-initiated transactions from channel partners. Exceed quarterly compensation plan.
  • Generate leads by building committed relationships with channel partners to maximize product sales from new and existing customers.
  • Create, grow and manage relationships with partner executives. Understand the partner’s strategy and position in the market and align ScienceLogic messages to those strategies.
  • Sell the value of the ScienceLogic platform using multiple formats and vehicles, including phone, Webex, whiteboard presentations.
  • Coordinate partners with ScienceLogic Account Executives to identify key sales opportunities (account mapping) to generate bookings. Develop and review sales proposals with partners. Track and analyze partner results, provide feedback to partners. Collect deal registrations and accurate Salesforce.com reporting.
  • Drive product and sales training with partners and work with partners to create complimentary services offerings.
  • Collect partner contacts in Salesforce.com, and use these to drive partner Webinar attendance, newsletters, etc.
  • Resolve partner related issues and sales conflicts in a timely fashion.
  • Develop partner-specific playbooks and go-to-market plans to increase marketing and selling efforts. Help coordinate lead generation marketing events with ScienceLogic Marketing team.
  • Create quarterly territory channel plans with local Account Executives.
  • Manage activities and maintain activity records and reports, submit weekly updates and quarterly business reviews (QBR’s).
  • Work with ScienceLogic SE teams to build partner demo or lab systems and Executive Briefing Centers, either on-site or remotely.
  • Collect channel program feedback from the Field, synthesize, analyze and present to management. Perform channel program business reviews and recommend improvements.
  • Present ScienceLogic products to prospects and customers at field events such as conferences, seminars, and trade shows.
  • Complete Company-required orientation and ongoing product and sales training within the assigned time frames.
  • Coordinate the support of account managers, business development representatives, implementation resources, support staff, and other sales and management people as needed.
  • Promote relationships between ScienceLogic executives and partner management, as appropriate.
  • Spread ScienceLogic Company & ChannelLogic messages via social media, such as Twitter & LinkedIn.

Qualities you possess…

  • Three– five years of partner relationship management in technical market space.
  • Proven success in prior channel development roles.
  • Ability to present technical sales and training materials.
  • Ability to translate Information Technology terminology into common language and concepts that may be understood by the business community at large.
  • Must possess a “can do” attitude, a curiosity to learn, and be a self-starter
  • Must be fervently committed to timely follow up of questions & requests from partner & teammates.
  • Detail-oriented individual with the ability to work independently, as well as collaboratively. Must have a proven track record for handling multiple projects at one time and have excellent organizational and follow-up skills.
  • Strong face-to-face verbal and written communication skills are required.
  • Excellent PC application skills (e.g. PowerPoint, Excel, MS Word), and internet research ability required. Ability to use Salesforce.com
  • College degree required
  • Travel up to 50% across the western United States. Preferred location in Denver, Phoenix, Southern California or the Bay Area.

 

About ScienceLogic

ScienceLogic is a leader in IT Operations Management, providing modern IT operations with actionable insights to predict and resolve problems faster in a digital, ephemeral world. Its solution sees everything across cloud and distributed architectures, contextualizes data through relationship mapping, and acts on this insight through integration and automation.