OEM Account Manager

Position Title: OEM Account Manager - Sales Representative

Location: Flexible with some preference for Silicon Valley area.

Reports To: Vice President of Sales

Travel: 5% - 10%

Job Responsibilities
We are seeking an experienced and self-driven OEM Account Manager to join the team and help us meet our aggressive growth plans.

This role is responsible for working closely with our OEM partners to advance and close deals that involve APTARE products. You will provide training, sales support and whatever involvement is necessary to help our OEMs have a competitive advantage. Candidates should have a proven track record of success managing OEM partners. You should have the ability to identify key business issues, understand the software purchase decision making process and understand the needs of prospective customers as they pertain to the software product or service being offered.

Job Description

• Help OEM partners to prospect, identify, and qualify sales leads and develop sales pipeline
• Close business to meet or exceed monthly, quarterly and annual revenue objectives
• Help new channel partners become APTARE certified. Frequently review channel partner’s pipelines and assist them in closing opportunities
• Educate/train partner’s sales teams in the technology and competitive advantages of APTARE products
• Work with marketing to create and implement appropriate lead generation campaigns
• Enhance business relationships to create and leverage additional opportunities
• Manage product evaluations
• In-depth lead qualification and information gathering to determine all areas of potential business
• Create compelling proposals and statement of work documents for customers
• Drive and participate in finalizing contractual agreements with customers
• Arrange and participate in conference calls and meetings between technical staff members and management decision makers to execute and facilitate the sales process
• Utilize Salesforce.com for all sales cycle activities

Requirements

• 5+ years of successful sales experience with several years experience managing channels and OEM partner sales
• History of meeting or exceeding sales quotas
• Better than average technical knowledge of the data center, storage and backup environments
• Knowledge of Veritas Netbackup, EMC Legato Networker, or IBM Tivoli TSM storage products is highly desirable
• Able to perform first demonstration to customers of APTARE solutions and answer many technical questions
• Excellent communications and interpersonal skills
• Team player committed to the success of the organization
• Ability to maintain high quality standards without supervision
• Bachelor’s degree