Manager, Channel Sales

Cornelis Networks is a fast-growing, global technology leader delivering high-performance interconnect solutions that accelerate computing, data analytics, and artificial intelligence workloads in the cloud and in the data center.

The company's cutting-edge solutions empower a diverse set of end customers across scientific, academic, governmental, and commercial industries to conquer some of the world's most complex problems. By strategically harnessing the computational might of numerous processing devices at scale, Cornelis solutions solve critical problems in the data center by improving message rates and reducing latency for the most intricate application workloads.

The Manager, Channel Sales is responsible for the recruitment, development, and expansion of relationships with a carefully chosen cohort of channel resellers and OEM partners, serving the technical computing markets. These targeted resellers have established operations delivering computing and data solutions for high-performance computing, data analytics, and artificial intelligence, thereby creating demand for Cornelis Networks' high-performance networking solutions. This role carries a quota and is focused on driving sales both domestically and globally through strategic partnerships within technical computing markets and key vertical industries. The position entails implementing a comprehensive 360° partner engagement strategy across product, field, marketing, and executive levels.

Key Responsibilities:

• Develop and implement channel sales strategies to achieve annual sales quotas.

• Identify and engage target channel partnerships.

• Recruit, develop, and nurture partnerships for sustained growth.

• Negotiate contracts and devise growth plans with existing and potential partners.

• Utilize leadership and sales expertise to train, empower, and invigorate reseller sales teams.

• Establish, track, and execute against key performance indicators (KPIs) for partnerships.

• Foster collaboration between partners and relevant product, field sales, marketing, and executive teams.

• Manage sales pipeline effectively within CRM systems.

• Conduct weekly partner pipeline reviews to monitor business progress and report internally.

• Maintain close collaboration with the direct sales team to advance deals.

• Coordinate periodic business reviews at appropriate intervals (quarterly, bi-annually, or annually) to drive joint business objectives.

Qualifications:

• In-depth understanding of the technical channel sales landscape for high-performance interconnects.

• Established relationships with key industry players and targeted channel partners.

• Proven experience in solution selling.

• Strong leadership acumen to facilitate collaboration across internal and external cross-functional teams.

• Demonstrated ability to tackle complex challenges with creativity and teamwork.

• Proficiency in engaging across all aspects of partnership involvement, from product development to sales, marketing, and executive functions.

• Exceptional organizational skills.

• Effective negotiation prowess.

• Outstanding written and verbal communication abilities.

• Skilled in interpersonal dynamics and relationship-building.

• Capacity to devise and execute innovative strategies for sales expansion.

• Proficiency in Microsoft Office Suite (Word, Excel, Access), Google Applications (Gmail, Calendar, Docs, Sheets, etc.), and adeptness at quickly grasping new software systems.

• Ability to thrive both independently and collaboratively within team environments.

• Unwavering commitment to the highest standards of work and personal ethics.

Minimum Qualifications:

• Bachelor's degree or higher

• Minimum of 5 years of channel sales experience in technical computing, with a preference for experience selling high-performance networking solutions.

Location:

• For this position, Cornelis Networks fully supports remote employees who live within the United States and are able to travel to our corporate offices in Wayne, PA periodically for in-person collaboration.

E.E.O.C. Information:

Cornelis Networks is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

Cornelis Networks does not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services.