What are the responsibilities and job description for the Channel Account Executive position at Scale Computing INC?
Description
About Scale Computing
Scale Computing is the leader in edge computing, virtualization, and hyperconverged solutions for customers around the globe. The company transforms the way businesses use infrastructure technology through the delivery of innovative products and services, with a philosophy of innovation and employee empowerment driving its commitment to best-in-class customer experiences, partner success, and shareholder return. Employees, known internally as “Scalers,” operate by five core values: Vigilant, Owner, Integrity, Champion, and Empower.
About the Role
Scale Computing is looking for a Channel Account Executive to grow and manage a portfolio of reseller, MSP, and distributor relationships within an assigned territory. You'll be the primary point of contact helping partners sell and position Scale Computing's edge, virtualization, and managed network solutions — driving pipeline, closing deals through the channel, and helping partners build a profitable practice around our platforms as our product portfolio continues to expand.
What You'll Do
- Recruit, onboard, and grow relationships with VARs, MSPs, and distributors in your territory
- Drive partner-sourced and partner-influenced pipeline and revenue against quota
- Deliver product and program training to partner sales and technical teams across the Scale Computing portfolio (SC//HyperCore, SC//Fleet Manager, SC//Connect, SC//AcuVigil, SC//Reliant)
- Collaborate with distributors and internal sales engineering to support partner deals from discovery to close
- Develop joint business plans with top partners, including marketing and demand-gen activities
- Represent Scale Computing at partner events, QBRs, and industry trade shows
- Maintain accurate forecasting and partner activity in CRM
Requirements
- 3+ years of channel or partner sales experience in IT infrastructure, virtualization, networking, or edge/managed services; Bachelor's degree preferred.
- Proven track record of hitting or exceeding quota through indirect/channel sales motions.
- Strong relationship-building skills with resellers, distributors, and MSPs.
- Experience in B2B technology, infrastructure, or IT channel markets strongly preferred (e.g., hyperconverged infrastructure, SD-WAN, or edge computing).
- Comfortable with travel within territory (~25-40%).
- Excellent communication, negotiation, and presentation skills.
- Driven to own outcomes, curious and adaptable in a fast-evolving market, and energized by building partner relationships from the ground up.
Benefits
Scale Computing offers a comprehensive benefits package, effective the first of the month following your date of hire:
- Medical, dental, and vision insurance
- Company-paid life insurance, short-term disability, and long-term disability
- Flexible Spending Accounts, additional life/AD&D coverage, critical illness and hospital indemnity, legal insurance, and pet insurance
- 401(k) plan
- Employee-directed Paid Time Off (no fixed annual allotment) plus 10 paid company holidays
- Paid parental leave for births, adoptions, and foster placements
- Volunteer Time Off (VTO)
Equal Opportunity Employer
Scale Computing is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law.