Inside Sales/Channel Sales Representative – North America

Sales · San Francisco, California
Department Sales
Employment Type Full-Time

Company Description

  • Cloud technology startup - Headquartered in the US with R&D based in Sofia, Bulgaria
  • Product Innovation - Cloud NAS, built as SaaS, cloud-native file system
  • Team - A dream team of 90+ dedicated individuals
  • Mission - To make data universally, securely, and seamlessly accessible to everyone, everywhere

We are storage and networking experts building the Cloud NAS. Remote cloud collaboration is now a requirement, and we are transforming the $40B NAS market. Our unique cloud-native file system addresses many distributed storage and security problems inherent when working remotely over the Internet.

With a focus on simplicity, security, and performance, we've reached a new milestone in our journey, and we're looking to expand our team with more talented members.

Job Description

We are seeking a highly motivated entrepreneurial Inside Sales/Channel Sales Representative with Media and Entertainment experience, based in the East (supporting the east coast) or based in the West (supporting westcoast & APAC), who will be responsible for executing the sales strategy against our initial go to market vertical. This is a rare ground floor opportunity in a leading technology startup in an exciting and growing market with green fields and untouched sales opportunities.


Your skills and qualifications:

  • A strong communicator and a great listener, enabling you to understand the customer's primary points of pain.
  • The ability to understand how our solution addresses the pain, articulate this to the customer, and get them excited about the product.
  • Data driven, analytical and creative thinker who can identify the best path with least resistance for a general-purpose technology with broad applications.
  • Appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
  • Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
  • The expertise to solve problems, drawing on your past experience and using existing resources.
  • A desire to take the initiative, seizing opportunities when you see them, emptying the trash can when it is full.
  • The finesse to close a customer without them even realizing it.
  • Thrive in the loosely structured, chaotic nature of a startup culture.
  • Direct and Channel Sales experience with a deep understanding of how technology and channel partners operate and make money.
  • Must have a proven track record in selling Enterprise SAAS or on-premises software solutions into SMB corporate organizations ideally in the Media and Entertainment space.
  • 2 to 5 years of individual quota carrying, direct sales experience PLUS.
  • 2 to 5 years of individual quota carrying, channel sales.
  • Must have the ability to qualify opportunities, define the sequence of events to close deals, and articulate that strategy to your sales management and the executive team.
  • Strong business acumen for uncovering, evaluating, growing and closing sales opportunities within a dynamic and extremely time sensitive environment.
  • Ability to manage a large number of active leads while simultaneously uncovering and closing new sales opportunities.
  • Documented, consistent success exceedingly quarterly and annual sales targets through thorough account planning and weekly forecasting sessions.
  • Experience developing and expanding upon existing customer relationships at multiple levels and across multiple functions within each organization.

Your responsibilities:

  • End User Direct Sales Motion: Identify, prospect, develop, and close, on a direct sales motion, small and medium sized accounts in the Media and Entertainment industry, with a special focus on TV/Cable/Sports; Streaming/OTT, Advertising Agencies, and Film Production.
  • Channel Sales Motion: Work with Channel and Technology Alliance Partners and their end user sales teams to develop, mature, and close SMB end user sales with and through those partners. This is crucial – we are not looking to recruit and enable hundreds of partners. We are looking to drive end user business with and through channel and technology alliance partners.
  • Contact inbound leads generated via events, marketing lists, and content-based marketing to ensure they have the information and tools to evaluate our solution.
  • Assist in lead generation through an active social media presence, local industry groups, networking events, and tradeshows.
  • Demonstrate the product to prospective customers face to face or via Zoom online meetings.
  • Provide customer feedback and requests to the other stakeholders in the organization.
  • Keep an accurate pipeline and forecast via our CRM.

Please Note: This job description is not intended to be a complete list of all responsibilities, duties or skills and due to the changing nature of the job is subject to review and change at any time. Remember, this is a startup!

The ideal team member possesses the following personal traits:

  • Shares our core values.
  • Is smart with an analytical mindset.
  • Is result-oriented and self-motivated.
  • Has a positive, can-do attitude.
  • Is thriving in a fast-paced, dynamic environment.
  • Has a strong desire to constantly learn while helping others do the same.

Additional information

We offer:

  • Competitive salary based on experience and skills
  • Sales commission plan with ample upside opportunity
  • Competitive stock options package as an early member of the team
  • A flexible paid time off and vacation policy
  • Comprehensive health, vision, dental insurance
  • A 401K plan
  • Working with an international team and some of the best tech in the space
  • And much more to come!

Thank You

Your application was submitted successfully.

  • Location
    San Francisco, California
  • Department
  • Employment Type