The Channel Account Manager will grow Zadara's business through resellers, distributors, and channel partners. This is a hands-on, results-driven role focused on turning partner relationships into measurable pipeline and revenue.
The role will drive partner onboarding and enablement, develop channel programs, set and track targets, manage deal progression and pipeline reviews, and coordinate sales and technical training. The Channel Account Manager will also support joint marketing activities and business events, working closely with Zadara's sales, technical, and marketing teams to ensure partners have the tools and support needed to succeed.
Your Day to Day
Develop and grow strong relationships with resellers, distributors, and strategic channel partners.
Drive partner onboarding, activation, and engagement through business planning and regular communication.
Develop and execute channel programs and joint go-to-market activities to drive pipeline and revenue.
Set partner targets and conduct regular pipeline, forecast, performance reviews, and QBRs.
Work with partners to identify customer opportunities, develop account strategies, and drive deals through the sales cycle.
Develop and deliver sales and technical training and enablement programs.
Ensure partners understand Zadara's value proposition, use cases, competitive differentiation, and how to effectively position against key competitors.
Collaborate with Sales, Marketing, Product, and Solution Architecture teams to support partner opportunities.
Support and participate in partner and customer events, conferences, and other channel activities.
Track partner activity, pipeline, forecasts, and results while maintaining accurate information in the CRM.
Stay current on market trends, competitive offerings, and developments within the channel ecosystem.
Work as an integral part of the EMEA team, collaborating with regional sales and technical teams to execute the channel strategy.
What You Bring
3–4 years of experience in channel sales, partner management, business development, or technology sales.
Experience working with resellers, distributors, and technology partners, preferably within cloud, infrastructure, data center, SaaS, or enterprise technology.
Proven ability to develop productive partner relationships and translate them into pipeline and revenue.
Experience with partner enablement, business planning, target setting, pipeline management, and QBRs.
Strong understanding of competitive positioning and the ability to enable partners to effectively address competition.
Strong communication, presentation, negotiation, and relationship-management skills.
Hands-on, proactive, and comfortable working as part of a regional EMEA team in a fast-paced environment.
Strong organizational skills with the ability to manage multiple partners, programs, and opportunities simultaneously.
Experience with CRM, forecasting, and sales pipeline management tools.
Your Education
- Bachelor's degree or equivalent relevant professional experience.
Nice to haves
Existing relationships with resellers and distributors across EMEA.
Experience developing or executing channel programs, incentives, and partner enablement initiatives.
Familiarity with the cloud infrastructure and virtualization competitive landscape, including VMware alternatives.
Experience supporting partner-led events, campaigns, and joint go-to-market activities.
Additional European languages are an advantage.
Skills Required
- 3-4 years of experience in channel sales, partner management, business development, or technology sales
- Experience working with resellers, distributors, and technology partners
- Experience in cloud, infrastructure, data center, SaaS, or enterprise technology
- Ability to develop productive partner relationships and translate them into pipeline and revenue
- Experience with partner enablement, business planning, target setting, pipeline management, and QBRs
- Understanding of competitive positioning and ability to enable partners to address competition
- Strong communication, presentation, negotiation, and relationship-management skills
- Proactive, hands-on approach and ability to work as part of a regional EMEA team
- Strong organizational skills and ability to manage multiple partners, programs, and opportunities
- Experience with CRM, forecasting, and sales pipeline management tools
- Bachelor's degree or equivalent relevant professional experience
- Existing relationships with resellers and distributors across EMEA
- Experience developing or executing channel programs, incentives, and partner enablement initiatives
- Familiarity with cloud infrastructure and virtualization competitive landscape, including VMware alternatives
- Experience supporting partner-led events, campaigns, and joint go-to-market activities
- Additional European languages
What We Do
Zadara is one of tech's fastest growing companies according to Deloitte. We are looking for authentic, driven, customer obsessed individuals to join our thriving global team. Since 2011, Zadara has been a disruptor in the technology space, pioneering the first storage-as-a-service technology solutions. Today, Zadara’s Cloud Services platform brings award-winning infrastructure technology, including compute, storage, and networking, to where customers need it most. Zadara is designed for any workload and data type, available on-premises, hybrid, multi-cloud and at the edge. With patented storage and compute technology, Zadara offers the most flexible and resilient infrastructure for service providers and enterprises. Zadara’s global partner network has doubled in the past year to include more than 300 points of presence globally, with the goal of 1000. We are supported by best-in-class service providers and partners, including Cyxtera, Sandz, Viatel, CenturyLink, Equinix, NTT, Rakuten, Verizon, K3 Starcom, Softcat and Veeam. At Zadara you will be surrounded by a group of intelligent, open-minded, critical thinkers with diverse backgrounds who are committed to learning and development at every level. Join our growing diverse team and help us achieve 1000 cloud locations.
