Channel Manager - It Backup West

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Channel Manager - IT Backup Westto join our Corporate Sales Team!

Backblaze is seeking a Channel Manager who has experience in the IT Backup segment to join our Partnership Team. This is an important role that will help determine the growth path of the company. Finding exceptional individuals who love working in a dynamic and challenging environment is our highest priority.

We are searching for people who have a deep sense of curiosity in our partners & customers’ business and technological environments and ask appropriate clarifying questions to fully understand what challenges they are encountering. Team members should be perpetual students of Backblaze products and related technology. When presented with a concept or technology not understood, they would ask clarifying questions and do individual research to get a better understanding.

What You’ll Do:

• Actively engage with current and prospective new resellers, system integrators, channel marketing via phone and web conference to introduce Backblaze products and our value proposition
• Actively work with channel companies to get in front of as many sellers and enable sellers and technical teams on Backblaze.
• Work towards driving sales enablement sessions to account mapping sessions.
• Work towards driving pipeline from channel partners
• Work hand in hand with Backblaze Account Executives and Account Managers to help facilitate channel interaction
• Be self-motivated, driven, partner-focused and run the entire sales enablement process: nurture sellers, manage pipeline and forecasts.
• Interact with the management team in 1-1, team meetings and via forecasting and reporting to provide channel activity updates
• Help develop, plan and execute on quarterly sprints.
• Document and track all prospect and partner information and activity in Salesforce.com.
• Provide continual cross-department input in order to refine positioning and adapt to new market opportunities, be an integral part of our upward trajectory.
• May require modified work hours to cover accounts in other time zones, and occasional travel for Trade Shows and Events

The Right Fit:

• 3+ years of channel sales experience, preferably in Infrastructure as a Service (IaaS) or Backup software.
• Strong listening skills, attention to detail and a desire to jump on board with a strong growth company
• Excellent oral and written communication
• Ability to speak to executive-level decision-makers and ask intelligent questions about their business challenges and professional goals
• Track record of success by exceeding quota on a regular basis
• History of building net new business through prospecting and referrals
• Great communicator with the ability to convey authenticity through active listening
• Give persuasive and engaging product demonstrations
• Highly organized and able to balance dozens of accounts
• Strong personal ethics with a competitive mindset. You want to earn a spot at the top of the leaderboard through hard work and continuous effort
• You have the desire and willingness to learn new job skills through independent study
• Knowledge of modern sales software including (but not limited to) Salesforce, Outreach, ZoomInfo and Gong
• Adaptability to thrive in times of ambiguity but willing to raise your hand and ask for help when necessary
• Experience selling to Mid-Market level accounts strongly preferred
• At this point, we hope you're feeling excited about the job description you're reading. Even if you don't feel you meet every requirement, we still encourage you to apply. Learning, developing, and growing are key parts of our culture. We're eager to meet people who believe in our mission and can contribute to our team in various ways. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

For this role, the estimated base salary range is between $95,900 - $140,700. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you’re interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits.

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

To understand more about the data we collect and process as part of your application, please view our Backblaze Employee Privacy Notice.

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