Channel and Alliance Manager

Rafay Systems

United States
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 04/22/2021
  • Website:
  • Company Address: , Sunnyvale, CA, 94085

About Rafay Systems

“Rafay” means “to elevate in rank,” which is exactly what we intend to do to your applications. The dynamics of the Internet are changing, and we are building a massively distributed platform to re-imagine how applications should be deployed over the Internet. We call it the Programmable Edge™

Job Description

The Channel and Alliance manager is a significant driver of company revenue and growth. As an experienced and dynamic sales professional with experience working with partners, you’re responsible for leading sales strategy and driving joint sales engagements. You’ll be responsible for managing and selling-through existing cloud partners, hunting for new partners as well as business development, indirect sales and pipeline growth

Because Rafay is at the forefront of Kubernetes technology, a highly driven individual will find themself in a unique position to have a massive impact on the market and on Rafay products. We hold high expectations for ourselves and challenge team members to continually improve upon their high-caliber execution; we will expect the same from our sales and channel leadership.

Who We are

Rafay Systems delivers a SaaS-first, enterprise-grade Kubernetes management platform that enables companies to deploy and operate modern applications across data centers, public cloud and edge environments. The platform, called the Managed Kubernetes Platform (MKP), has been built from the ground up for enterprise-class scalability, security, interoperability and is combined with expert services & support. We work hard, inspired by passion for our product and are always challenging ourselves to reach further and achieve more. We have recently introduced our approach to Kubernetes management on a global scale and are on an exciting trajectory.


    Build and execute on channel and alliance strategy to ensure market growth, forecast attainment and successful partner collaboration
    Manage go-to-market relationships, engagement strategies, joint selling and alignment at all levels of Rafay Systems
    Create and execute joint sales plans that include target accounts/markets, sales strategies and give input into required collateral, sales playbooks, sales assets for each channel partner
    Coordinate with and help to set priorities for technical pre- and post-sales resources
    Work with sales, marketing, and executive staff to jointly generate new business in existing accounts and in new markets
    Provide feedback to internal teams on additional needs to make partners (and Rafay Systems) successful
    Develop and leverage deep and developing meaningful relationships within partner organizations and relevant target industries

Required Skills & Qualifications

    5+ years in indirect / channel sales with 5+ years experience with cloud/SaaS companies
    Strong relationships & knowledge of marketplace & ecosystem initiatives from major cloud providers
    Experience working with or as an Ecosystem SaaS company including: ServiceNow, Oracle Cloud, AWS, Microsoft, Google, &/or Microsoft.
    Experience working with global telcos and global SIs is a definite plus
    Demonstrable track record of success in channels rationalization and strategic planning
    Self-starter with strong communication skills, ability to capture a room and engage with C-level executives
    Able to think strategically and to translate into measurable actions
    Experience in owning a sales quota with a track record of high achievement through two tier partner community
    Experience and ability to forecast sales on a weekly basis
    Ability to travel as needed (once permitted)

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.