MSP, Partner Account Manager

Partner Account Manager, MSP

Remote

EGNYTE YOUR CAREER. SPARK YOUR PASSION.

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With 22,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:

Invested Relationships

Fiscal Prudence

Candid Conversations

ABOUT EGNYTE

Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com.

Egnyte is expanding its MSP channel organization, and this is an opportunity to put your existing MSP relationships to work for an industry leading company that is transforming its GTM to a partner-first mentality.   If you are a strong partner account manager that loves building partner businesses– this role is for you!

The Partner Account Manager (PAM) is an inside partner account manager role focused on working with small managed services partners who have relationships and sell to small businesses in an assigned territory.  This role has the primary goal of sales growth through pipeline generation with partners. The role involves small partner recruitment, enablement, and on-going partner management from an inside motion.   The role will facilitate partners co-selling into end-customer organizations with MSPs and will be a primary contact for territory partners.

The PAM will be responsible for pulling resources from a shared pool of resources, including vertical specialists, partner systems engineers and partner marketing, to help drive sales for their partners.  This individual must excel at influencing and coordinating with cross functional teams to meet and exceed sales targets.  The role will hold a unique sales quota, so experience selling to customers from an inside sales motion would be helpful. 

WHAT YOU’LL DO:

• Own a Managed Service Provider sales territory and unique quota and drive sales through MSP partners within that territory.
• Build, maintain, and manage relationships with current and prospective partners, managing day-to-day and strategic efforts with the partners.
• Develop partner’s capabilities to facilitate the sell through of Egnyte solutions through managed service partners.
• Establish productive, trust-based relationships with key personnel in assigned partner accounts
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Coordinate the involvement of Egnyte’s personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Drive joint pipeline generation with and for key partners to meet pipeline and revenue goals for the territory.
• Process a high volume of partner orders and facilitate partner success by understanding partner usage and consumption.
• Drive business planning with key partners that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Work cross-functionally with Egnyte key stakeholders and build a “one-team” attitude across all extended team members
• Build capacity, capability, and collaboration within a portfolio of Partners to achieve partner loyalty and drive partner wallet-share

YOUR QUALIFICATIONS:

• Previous experience of driving channel sales and managing partners from an inside sales perspective ideally within the data security and/or cloud storage segment
• Hard-working, self-driven and highly motivated individual with great team spirit
• 5+ years’ experience building and managing partnerships ideally within the in territory with strong existing partner relationships
• Motivated by driving indirect/influence revenue with a record of quota over-achievement
• Highly organized with a strong operational competence to be able to understand Egnyte systems to ensure partners can understand usage and consumption
• Ability to listen, make recommendations and influence partner executives.
• A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer
• Experience managing partner relationships that are based on developing and delivering service offerings tied to vendor product
• Demonstrated progressive experience with B2B sales
• Interest in Egnyte, and its software platform
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Egnyte teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our core values and work in accordance with those values.
• This is an inside sales role, that is hybrid-office based, with the expectation you will be in the office at least three days per week.

COMPENSATION:

• Our compensation reflects the cost of labor across multiple U.S. geographic locations and pay varies based on defined markets. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.

BENEFITS:

• Competitive salaries and comprehensive benefits
• Company equity depending on role and level
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance.
• Paid holidays and sick time
• 401(k) Retirement Plan (Traditional and Roth)
• Health Savings Account (HSA) and Employee Assistance Program (EAP)
• Paid Maternal, Paternal, and Adoption Leave to help you grow your family
• Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
• Gym, cell phone, and internet reimbursement
• Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered.
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more.
• Your own Egnyte account with lifetime access

Equal Employment Opportunity

Egnyte, Inc. is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Egnyte, Inc.'s management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.

Commitment To Diversity, Equity, and Inclusion:

At Egnyte, we celebrate our differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our recently launched global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be.

Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of hr@egnyte.com. Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact hr@egnyte.com. To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy.

#LI-TJ1