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is the People Who Make it

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innovations are getting to market, take a look at our open positions around the world and join #TeamQuali.

Channel Account Manager

UK, London

About The Position

The Channel Manager wins, maintains, and expands relationships with assigned channel partners, which are assigned based on geography, channel, or market. The Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

The Channel Manager represents the entire range of company products, services to assigned partners, value proposition and technical selling.

Applicants should be strategic thinkers with amiable personalities, positive outlooks, and expert communication skills.

The Channel Manager reports to the Vice President of Channel Sales.

Quali provides the leading platform for Infrastructure Automation at Scale. Global 2000 enterprises and innovators everywhere rely on Quali’s award-winning CloudShell platform to create self-service, on-demand automation solutions that increase engineering productivity, cut cloud costs, and optimize infrastructure utilization.

We love going to work and think you should too. We are customer-obsessed, work as one team, and strive to be better every day. These are our core values. So, it's no surprise that we work hard and genuinely have fun working with each other to achieve great things together.

Quali is an equal opportunity employer. We are committed to creating an inclusive environment for all our employees, where different backgrounds and perspectives are valued and encouraged - regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. 

Responsibilities

  • Establishes productive, professional relationships with key personnel in assigned partner accounts.
  • Understand the economics of each partners business.
  • Link partner’s business objections to the business benefits of the relationship
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
  • Sells through partner organizations to end users in coordination with partner sales resources.
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Leads solution development efforts that best address end- user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Ensures partner compliance with partner agreements. 

Requirements

  • 7+ years in Software/SaaS/Security Sales & Channel management.
  • 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
  • Ability to travel 30-50% of the time.
  • Understanding of DevTest / DevOps is highly preferred.
  • Direct experience in recruiting, onboarding and enabling resellers/SI's.
  • Experience working in a start-up environment.
  • Technical competence strongly preferred.

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