General Summary:

Climb Channel Solutions, is currently seeking qualified candidates to fill three (3) Channel Sales Representative positions located in Eastern, Western and Central US regions to manage all sales activities for Tintri channel partners, alliances and eco system partners in support of Company’s revenue goals and business objectives. These challenging and highly visible positions require individuals to be customer focused, extremely results driven, bringing the proven ability to drive incremental business with channel partner field sales while meeting aggressive revenue goals on a consistent basis. They also bring a strong understanding of the storage marketplace, have successful track records in expanding the partner base and skilled in building technical and sales partner relationships. The Channel Sales Representative role require individuals to have the ability to work collaboratively with both DDN and partner personnel across functions including Marketing, Sales, Operations, Engineering and Customer Support.

Essential Duties and Responsibilities include but are not limited to:

  • Working closely with the Partner Executives helping them to build a vision and execute on a strategy that derives the maximum business benefit from offering our portfolio of solutions to their customers
  • Aggressively driving partners to create scale and leverage for our business through investing in Tintri sales best practices, training and support
  • Acting as the Tintri account executive interface for determined individual accounts providing the account leadership to manage all aspects of a partnership life cycle including recruiting, onboarding, enabling and activating growth
  • Advising on trends in our industry, best practices among other partners, and opportunities for long term growth
  • Understanding partner’s key goals and objectives coming to agreement on mutual goals that align theirs with Tintri KPIs
  • Driving strategic opportunities that increase our total value to the partner including the revenues they derive from product sales, renewals, and pull through sales of other products
  • Being accountable for ensuring our partners are deriving maximum value from our partner program, products, solutions, services and other company resources
  • Enabling the partner to become autonomous/self-sufficient in offering and delivering our solutions
  • Working across the partner and Tintri organization to build business, enablement and marketing plans to exceed agreed upon objectives
  • Establishing channel partner revenue targets and participating with channel field sales on account planning sessions and prospecting sales campaigns on a regular basis
  • Meeting and exceeding set sales quotas and new opportunity objectives, providing accurate monthly and quarterly revenue forecasts

Knowledge, Skills and Experience:

  • BS degree in Engineering or Computer Science is preferred; MBA a plus
  • Minimum of 7 years as an individual sales contributor and 5 years as a channel sales manager
  • Proven success as a sales representative and channel manager with a track record of exceeding sales quotas in multiple, contiguous years; demonstrated experience in building a channel sales program and expanding partner base to drive incremental business
  • Experience with target account selling and consultative sales techniques
  • Understanding and aptitude to sell business relevance of storage technology solutions
  • Strong business contacts and relationships with Tier 1 and Tier 2 channel partners within high performance computing and enterprise IT
  • Excellent relationship building and negotiating skills as well as personal reputation with partners and end user accounts
  • Strong presentation, verbal and written communication skills
  • Ability to operate in a fast paced and highly competitive environment
  • Must be authorized to work in the US


Our make-it-happen culture enjoys a business-casual dress code and operates in a state-of-the-art environment, in a great location near the New Jersey Shore. We offer a highly competitive salary and benefits package that includes:

  • Base Salary + Commission
  • Health & Welfare Benefits
  • 401(k) Plan with Company Matching

This position description intends to describe the general nature and level of work being performed by people assigned to this job. It is not intended to include all duties and responsibilities. The order in which duties and responsibilities are listed is not significant.

Equal Opportunity Employer, M/F/D/V, drug-free work environment.


1 – Eastern US/ 1 – Central US/ 1 – Western US


Climb Channel Solutions

Job Function:

Channel Sales Representative


April 29, 2020




7 or more years

Job ID:


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Climb Channel Solutions
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