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About the Role
Scale Computing is seeking a Channel Account Executive to expand and manage reseller, MSP, and distributor relationships within a designated territory. This role involves serving as the main contact for partners, assisting them in selling and positioning Scale Computing's solutions to drive pipeline and close deals.
Responsibilities
- Recruit, onboard, and grow relationships with VARs, MSPs, and distributors in your territory
- Drive partner-sourced and partner-influenced pipeline and revenue against quota
- Deliver product and program training to partner sales and technical teams across the Scale Computing portfolio
- Collaborate with distributors and internal sales engineering to support partner deals from discovery to close
- Develop joint business plans with top partners, including marketing and demand-gen activities
- Represent Scale Computing at partner events, QBRs, and industry trade shows
- Maintain accurate forecasting and partner activity in CRM
Requirements
- 3+ years of channel or partner sales experience in IT infrastructure, virtualization, networking, or edge/managed services
- Proven track record of hitting or exceeding quota through indirect/channel sales motions
- Strong relationship-building skills with resellers, distributors, and MSPs
- Experience in B2B technology, infrastructure, or IT channel markets strongly preferred (e.g., hyperconverged infrastructure, SD-WAN, or edge computing)
- Comfortable with travel within territory (~25-40%)
- Excellent communication, negotiation, and presentation skills
- Driven to own outcomes, curious and adaptable in a fast-evolving market, and energized by building partner relationships from the ground up
Skills
- IT infrastructure
- Virtualization
- Networking
- Edge/managed services
- B2B technology sales
- Hyperconverged infrastructure
- SD-WAN
- Edge computing
- Communication
- Negotiation
- Presentation
Location
- Assigned territory
Work Type
- Full-time
Experience Level
- 3+ years of channel or partner sales experience
Education Level
- Bachelor's degree preferred
Benefits
- Medical, dental, and vision insurance
- Company-paid life insurance, short-term disability, and long-term disability
- Flexible Spending Accounts
- Additional life/AD&D coverage
- Critical illness and hospital indemnity
- Legal insurance
- Pet insurance
- 401(k) plan
- Employee-directed Paid Time Off
- 10 paid company holidays
- Paid parental leave
- Volunteer Time Off (VTO)
About the Company
- Scale Computing is the leader in edge computing, virtualization, and hyperconverged solutions for customers around the globe.
- The company transforms the way businesses use infrastructure technology through the delivery of innovative products and services.
- Scale Computing has a philosophy of innovation and employee empowerment driving its commitment to best-in-class customer experiences, partner success, and shareholder return.
- Employees, known internally as “Scalers,” operate by five core values: Vigilant, Owner, Integrity, Champion, and Empower.
Equal Opportunity
- All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law.