Partner Account Manager, MSP

MSP, Partner Account Manager

Raleigh, NC or Remote

EGNYTE YOUR CAREER. SPARK YOUR PASSION.

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:

• Invested Relationships
• Fiscal Prudence
• Candid Conversations

Egnyte is the secure multi‑cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit

Egnyte is expanding its MSP channel organization, and this is an opportunity to put your existing MSP relationships to work for an industry leading company that is transforming its GTM to a partner‑first mentality. If you are a strong partner account manager that loves building partner businesses– this role is for you!

The Partner Account Manager (PAM) is an inside partner account manager role focused on working with small managed services partners who have relationships and sell to small businesses in an assigned territory. This role has the primary goal of sales growth through pipeline generation with partners. The role involves small partner recruitment, enablement, and ongoing partner management from an inside motion.

The role will facilitate partners co‑selling into end‑customer organizations with MSPs and will be a primary contact for territory partners.

The PAM will be responsible for pulling resources from a shared pool of resources, including vertical specialists, partner systems engineers and partner marketing, to help drive sales for their partners. This individual must excel at influencing and coordinating with cross‑functional teams to meet and exceed sales targets. The role will hold a unique sales quota, so experience selling to customers from an inside sales motion would be helpful.

• Own a Managed Service Provider sales territory and unique quota and drive sales through MSP partners within that territory.
• Build, maintain, and manage relationships with current and prospective partners, managing day‑to‑day and strategic efforts with the partners.
• Develop partner’s capabilities to facilitate the sell through of Egnyte solutions through managed service partners.
• Establish productive, trust‑based relationships with key personnel in assigned partner accounts.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Coordinate the involvement of Egnyte’s personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Drive joint pipeline generation with and key partners to meet pipeline and revenue goals for the territory.
• Process a high volume of partner orders and facilitate partner success by understanding partner usage and consumption.
• Drive business planning with key partners that develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Work cross‑functionally with Egnyte key stakeholders and build a “one‑team” attitude across all extended team members.
• Build capacity, capability, and collaboration within a portfolio of Partners to achieve partner loyalty and drive partner wallet‑share.

• Previous experience of driving channel sales and managing partners from an inside sales perspective ideally within the data security and/or cloud storage segment.
• Hard‑working, self‑driven and highly motivated individual with great team spirit.
• 5+ years’ experience building and managing partnerships ideally within the territory with strong existing partner relationships.
• Motivated by driving indirect/influence revenue with a record of quota…