Channel Manager - Northern California

At Infinidat, a Lenovo company, we empower enterprises and service providers with cutting-edge storage platforms that redefine performance, reliability, and cyber resilience at scale.

If you are passionate about this kind of company and you are a seasoned Channel Manager with extensive experience and competitive industry knowledge, then this job opportunity is worth exploring... read on.

• Partner Development - Develop and execute business plans with assigned channel partners.
• Identify, recruit, and onboard new strategic partners.
• Increase partner-generated pipeline and revenue.
• Build executive relationships within partner organizations.
• Conduct quarterly business reviews and establish measurable growth objectives.
• Revenue Generation - Achieve quarterly and annual booking and revenue targets.
• Develop partner-led pipeline opportunities. Work jointly with partner sales teams to identify, qualify, and close enterprise opportunities.
• Increase market share within existing accounts while driving new logo acquisition.
• Partner Enablement - Train partner sales, technical, and executive teams on Infinidat solutions.
• Ensure partners complete suggested certifications.
• Coordinate workshops, lunch-and-learns, webinars, and executive briefings.
• Promote adoption of new products and solution offerings.
• Sales Collaboration - Partner closely with Regional Sales Managers, Sales Engineers, Marketing, and Customer Success.
• Develop account strategies for key enterprise customers.
• Support partner-led opportunity registration and forecasting.
• Facilitate executive engagement when required.
• Marketing & Demand Generation - Develop joint marketing plans utilizing MDF, Execute campaigns that generate qualified pipeline, Coordinate partner participation in trade shows, customer events, webinars, and executive roundtables.
• Measure ROI on partner marketing investments.
• Channel Program Execution - Drive adoption of Infinidat Partner Program benefits. Communicate promotions, incentives, and partner programs.
• Ensure compliance with channel policies.
• Advocate internally for partner needs.

• Experience - 5–10+ years enterprise technology channel sales.
• Experience selling through VARs, Solution Providers, Systems Integrators, or Distribution.
• Experience in enterprise storage, backup, cybersecurity, infrastructure, cloud, or data center technologies.
• History of consistently exceeding quota.
• Excellent communication skills
• Strong presentation skills
• Ability to manage multiple projects and meet deadlines
• Experience with CRM software and other sales tools.
• All applicants applying must be authorized to work in the US.

Base annual salary range: $150K-$170K

About Infinidat

Infinidat’s enterprise storage portfolio provides global Fortune 500 enterprises and service providers with best-in-class solutions for primary storage, next-generation data protection, disaster recovery, business continuity, and cyber resilience. Infinidat’s acclaimed InfuzeOS is the one of the most flexible and complete enterprise software-defined storage architectures in the industry. We recently announced powerful enhancements, an extensive expansion, and the dynamic evolution of our award-winning G4 enterprise cyber and AI storage solutions! Not only did Infinidat win over 40 awards in 2025, but was named a Gartner® Peer Insights™ Voice of the Customer Award for Primary Storage for the 7th time!