Sr. Channel Sales Director

4 weeks ago

Canada fabric Full time

Who we are:

We are a brilliant team making our history to evolve the commerce industry. fabric is the next-generation commerce platform that is designed to provide the commerce services customers expect so they can build world-class experiences, anywhere.

fabric is on a mission to revolutionize commerce for everyone, and we empower businesses that are striving to deliver commerce that drives conversion and customer outcomes. Leading retailers, including Chico’s, Brooklinen, and Ashley’s Furniture, trust fabric to run their modern commerce business. Headquartered in San Francisco, fabric was founded in 2017 by a group of industry veterans determined to bring the same technical principles found at Amazon to retail.

No matter what field you are in, fabric has exciting opportunities for people passionate about making a difference and skilled at what they do

Where we hire:

Canada (Toronto & Vancouver)

About the role:

fabric is seeking our first Channel Sales Director (CSD), focusing on digital transformations enabled by AWS solutions for the Retail industry. The CSD’s primary objective is to identify early stage opportunities by working directly with the AWS sales teams. The CSD will bring a clear, compelling perspective on the value fabric offers as a go-to-market partner with AWS, and how fabric and AWS can position and sell our combined solutions to target accounts. CSD’s will need to have strong networking skills, great sales instincts, retail industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.

Reporting to the CRO, CSD’s are members of fabric’s Sales Team. CSD’s, working closely with Account Directors and Solution Architects, focus on developing trusted relationships with AWS Partner Sales teams and Direct Sales teams.

What will you do?

The CSD will take the lead role in securing and maturing many key relationships with AWS Account Managers (AMs) and sales management across the AWS Retail teams. The CSD will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business reviews, grow pipeline by identifying and shaping new leads, manage pipeline in fabric's instance of Salesforce, drive attendance to marketing events and help shape new offerings.

Key Responsibilities:

  1. Identify new leads in the Retail industry with AWS and fabric account teams
  2. Qualify new leads based on a select group of sector specific criteria
  3. Establish yourself as the face of fabric to all AWS sales teams
  4. Drive the initial interaction between qualified sales account discussions between fabric account teams and AWS sales professionals
  5. Create excitement around fabric’s AWS capabilities with the AWS Retail Teams
  6. Develop authentic and trusted relationships with AWS team members
  7. Leverage AWS relationships to identify new sales leads, with a focus on creating leads at new logo accounts
  8. Partner with the Retail sales teams to qualify and shape leads into new sales opportunities
  9. Assist with business development activities by teeing up account planning sessions with the appropriate fabric team members and AWS sales teams
  10. Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a quarterly basis
  11. Learn fabric’s AWS differentiators and create client-specific marketing and selling materials
  12. Track market trends and propose ideas for new differentiators to address new market opportunities
  13. Take a lead role in the opportunity management process, including actively leveraging the fabric CRM (Salesforce) solution for efficient collaboration and communication
  14. Work with the Retail and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs

Collaborate with marketing teams to:

  1. Propose ideas for events to connect with clients, including customization of fabric materials and distribution of relevant thought-leadership to key stakeholders
  2. Promote fabric presence at partner events to vendor contacts and fabric clients
  3. Drive client attendance at fabric and AWS events
  4. Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)

The successful candidate will possess:

  1. Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teams
  2. Team player mentality with excellent follow-up skills
  3. Executive presence while networking and demonstrated success performing in a large matrixed organization
  4. Excellent written and oral communications skills and interpersonal skills
  5. Exceptional problem solving and analytical skills
  6. Demonstrated ability to take initiative and interact with all levels of management
  7. Ability to act autonomously, self-starter
  8. Quick learner with high energy, persistence and creative problem-solving skills
  9. Detail oriented, ability to adapt to changing environment
  10. Enthusiastic and willingness to be engaged

Requirements:

  1. Experience in large enterprise sales
  2. Proven track record of success in prior cloud sales position selling into large corporate clients
  3. 7+ years of relevant experience working with hyperscalers (AWS, Azure, GCP) as a channel to market
  4. Business development background working in the Retail space
  5. Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel projects
  6. Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
  7. Experience and deep understanding of solution selling fundamentals, including lead identification, qualification, stakeholder mapping, competitive analysis, budget confirmation, and compelling events
  8. Experience and understanding of forecasting, including phase assignment, probability, close dates, risk analysis
  9. Proficient in Salesforce Sales Cloud
  10. Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve
  11. Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

The base salary for this role ranges from $180K to $200K CAD + commission.

What we bring to the table:

  1. Competitive compensation packages
  2. PTO and Holiday plans
  3. Benefits packages which include Medical, Dental, Life, and Vision
  4. Wellness & Technology Programs
  5. Retirement Savings Plan
  6. Fast-paced, fun and collaborative environment
  7. A team invested in you both personally and professionally

#LI-Remote

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