Inside Channel Account Manager Aerohive Networks

Reporting to the Director of Channel Sales ? North America, the iCAM will selectively recruit, on-board, and assist in the proactive management of select channel partners. This individual will focus on key channel partners and alliance relationships to aggressively grow Aerohive?s share of the partner?s wireless business working closely with our sales and marketing organizations. This is a high energy position requiring an individual to be extremely motivated and results-driven; it will also require someone who is equally comfortable making a high volume of phone calls as well as face to face meetings with channel partners. As a member of the Aerohive sales team, you will need to be a self-starter and possess a strong entrepreneurial spirit, self-motivation, and intense enthusiasm. The successful candidate will possess excellent channel knowledge and the ability to work in a fast paced and dynamic work environment. This candidate will preferably be based in N. California and will work out of Aerohive?s Sunnyvale headquarters

Responsibilities:

Target VAR recruitment by geography and/or vertical market to support ISRs & RSMs
Train ISRs & RSMs on channel best practices for recruiting, on-boarding and managing partners.
Support the on-board process for channel partners with materials, con calls, webinars .etc.
Channel Partner Enablement - Create and drive enablement activities that create incremental sales opportunities while coordinating closely with RSMs, ISRs & Channel Marketing.
Ensure partner information is accurate in CRM (Salesforce) and other systems.
Practice proactive partner management and team work; Quickly and efficiently resolve partner issues.
Become the partner ombudsman to Aerohive headquarters.
Work in concert with RSM, ISR & Channel Sales Director to develop business plans for targeted partners.
Assist in the management of partner performance metrics (Sales performance, sales & technical certifications .etc.)
Develop and execute an impactful quarterly channel territory plan.
Conduct partner sales training getting partners up to speed on new products, channel programs, and partner enablement tools.
Assist in the management of the partner program & the accuracy of partner data.

Qualifications:

Strong phone skills ? must be willing & able to make a high volume of outbound calls that yield results.
Strong channel background and experience in building and leveraging channel partners. Can influence and drive a channel-focused business.
3-5 years technology vendor experience (preferably in hardware and in networking, wireless, technology or like industry) selling into the channel space.
Track record of building and executing strategies to build best in class channel partner results based on quantitative and qualitative market opportunity assessment.
Ability to build relationships and influence cross functionally; coordinating and leading executive level sales meetings and implementing quarterly business plans.
Great relationship skills, tenacity, resilience and inter-personal/presentation skills.
Strong organizational skills with the ability to multi-task and set priorities.
Bachelor's degree or equivalent preferred.
25% Travel - ability to plan ahead for effective, efficient and cost conscious results.
Team player ? Works well with others and put team objectives above their own.

Location:	3150-C Coronado Drive Santa Clara, CA 95054 United States