Sr Channel Sales Manager

5 days ago

Canberra, Australia Cloud Software Group Full time

Better work begins at ShareFile

ShareFile is a place where you can stretch, grow, and make an impact every day. We move fast here, thrive in gray zones, and are committed to putting the customer first. We value the whole you – your ideas, your inspirations, your aspirations, your initiative – and leadership gives us the space to explore and the feedback to help us grow. And the best part? We do it all as a team. At ShareFile, we thrive as one. We always take care of each other because we succeed when we all succeed.

We help organizations deliver a modern client experience with secure, easy-to-use technology that streamlines document and client-facing workflows. With more than 90, customers and 3 million licensed users worldwide, ShareFile empowers people to focus on the work that matters most and is dedicated to making working lives everywhere better, simpler, and more fulfilling.

Grow at ShareFile

So how can you contribute as part of the ShareFile team? We are searching for someone who can help us make a little magic for our customers and their clients every day. We want someone who understands channel and knows how to build and grow a channel business. In the Sr. Partner Account Exec role, you will own our channel GTM for Australia/NZ and selected territories in APJ. This includes:

Manage, develop and grow the channel business in the defined territory to drive revenue for Sharefile. 

Manage channel partners including a hybrid mix of of partner types or an entire geographic territory

Accountable for the identification, recruitment on-boarding and execution with partners in alignment with the ShareFile business unit GTM strategy for the territory.

Develop partners and strengthen relationships to drive commitment to Sharefile products and solutions. 

Drive QBRs with partners on a cadence to track performance to plan and provide an action plan

Maximise partner revenue generation by managing all non-opportunity/deal specific activities associated with partner recruitment, partner enablement, partner executive relationships, partner business planning, partner demand generation, rep to rep relationship management, overall partner support, forecasting, deal and program administration. 

Drive new product adoption, partner demo capability, partner sales and technical learning paths and strengthens overall relationships to drive commitment to Sharefile products and solutions.

Drive net new and existing annual recurring revenue with both existing partner business but including expansion into new areas of the business.

Accurate and timely opportunity forecasting of the combination of net new and current annual recurring revenue.

You will develop strong, positive relationships with key executive partners across the business. You will need to skillfully manage across a matrix environment; seek avenues to leverage/align with Sales, Finance, Marketing, Products and Supply Chain to align goals/objectives of the business unit.


Required Experience/Skills:

Ability to achieve with limited supervision operational targets with ownership of numbers and outcomes.

Excellent problem-solving skills. Creative unblocking of issues cross-functionally to achieve results.

Minimum 3-5 years experience in channel business and relevant existing partner relationships

Excellent English essential. Additional Asian languages a plus

About Us:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at - or email us at for assistance.

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