Channels & Alliances Sales Manager (Boston, US)

Can you drive new global growth through partner-led sales? Is recruiting and successfully developing new Partnerships for North America and Canada one of your strengths? Would you like to work in an exciting scale-up business, in a fast-emerging segment in the enterprise content services and digital preservation market?

We are Preservica and our SaaS and on premise active digital preservation software is changing the way organizations around the world protect and future-proof long-term digital information. This is an exciting time to join a collaborative and innovative team realizing our big ambitions to grow.

As a world-leader, our award-winning software is trusted by a rapidly growing client base of nearly 200 organizations - from major corporations and government bodies to iconic cultural institutions - enabling organizations to extract value, mitigate risk and use knowledge and brand assets in an intelligent way for competitive advantage. With recent significant funding we are investing to meet demand through sales, alliances and partners and extending our lead in product innovation using emerging technologies such as Blockchain, AI and Machine Learning.

Location & Reporting

Based in Boston, Massachusetts, USA and reporting directly to the Vice President, Alliances & Channels (UK-Based), this position includes travel to partner’s and customer’s premises. Some International travel will be required.

The Role

This is a new post within Preservica and has a high profile as we expand our global Channel. You will work hand-in-hand with VP, Channel and Alliances, drawing on your experience in both partner and customer facing sales roles, to selectively identify and recruit new partners, to on-board them and bring their Preservica solutions to market.

Your new business sales approach and ability to lead both business and technical conversations will enable you to provide sales and business expertise to make these partners successful. Acting as a trusted advisor so that they, in turn, are able to confidently and efficiently help their customers benefit from Digital Preservation.

Key Responsibilities

• Own a Channel Revenue/Bookings target for your Territory and work with the existing partners to deliver this incremental revenue. This business will be resold and referral revenue. Collaborate with the Direct Sales team to guide joint sales cycles and new business wins.

• Identify and qualify the right partners to recruit for your territory, based upon the Strategic Business requirements of Preservica. Working with the Marketing team to secure key Industry Partners.

• Define a strategic plan to address the Global Systems Integrators and Consultancies within your region, focusing on developing relevant joint industry/business propositions and an Executive sponsorship network through both senior business and CTO roles.

• Work with the Channel Sales Solution Architect to ensure that Solution/Software partners have the right and timely advice about how to integrate with Preservica using APIs and ensure that they are supported through the process of bringing this combined solution to market.

• Educate Channel Partners on the value proposition of digital preservation, through the partner recruitment and partner development stages, as well as supporting partner sales engagements.

• Develop new approaches to build and improve the sales competency and self-sufficiency of the partners, working with the Channel Sales and Marketing team, developing and improving the Partner Program.

Requirements and Previous Experience

• 5+ years of software/solution-driven sales, channels and system integrators experience, and a new business track record.

• Demonstrable background of building and developing partnerships, driving revenue growth through the channel, and consistently achieving annual revenue/bookings targets in a similar technology or software sales channel/ partner management position.

• An existing network of senior and business contacts within Global Systems Integrators (based in the US and Canada) would be ideal.

• Ability to work across multiple industries including Public Sector, Insurance and Banking and Pharmaceuticals/Healthcare.

• A team player: strong interpersonal skills, with instant credibility at senior levels.

• Strategically literate; strong influencer and negotiation skills; good listening, confident communication and thought-provoking presentation ability to both business and executive audiences.

• Understanding of the complete sales cycle management, from prospecting to closing.

• Experience in working for a software company or a consultancy in the Enterprise Content Management/Services market would be beneficial i.e. with good knowledge of the content and data lifecycle as well as understanding Digital Transformation.

• Bachelor’s Degree or equivalent

What We Offer

As well as a competitive salary, commissions and benefits package, we also offer great future prospects in a fast-growing market sector. With our drive to expand our Channel partners there is great opportunity for you to advance. Our Boston office is growing and our focus for growth is on the US market. We are committed to maintaining high standards and ensuring our people have the access to the best learning and development.

How to Apply

Please send your CV with details of your current package and aspirations to our Recruitment team at – – stating the role in the subject line.

If you would like further information or to discuss the role in person, please contact Mark Compton at – or call +44 (0)1235 428946.