Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. The Senior Manager, Large Account Reseller Partner Sales will lead teams and drive revenue through CDW partnerships, while executing joint sales strategies and managing partner relationships.
Responsibilities:
- Own and expand the CDW relationship to drive partner-initiated pipeline growth and qualified 'at-bats' for Omnissa solutions
- Execute joint business planning, account mapping, and sales engagement motions between CDW and Omnissa field sales teams
- Drive CDW-led demand generation, marketing, and campaign execution within the assigned region
- Enable CDW field sellers and SEs through structured training, enablement sessions, and ongoing engagement
- Leverage established executive and field relationships within CDW to increase mindshare and position Omnissa as a strategic EUC partner
- Partner closely with Regional Sales Managers and sales leadership to accelerate revenue across national and regional CDW motions
- Develop and execute a regional business plan aligned to CDW priorities and Omnissa growth goals
- Articulate Omnissa’s value proposition and competitive positioning clearly to both partners and end customers
- Manage deal registration, non-standard pricing, SPIFFs, and partner sales processes
- Consistently meet and exceed assigned territory quota
Requirements:
- 10+ years of experience in channel sales or partner management, with deep focus on the CDW relationship
- 5 years experience managing partner sales teams
- Hunter mindset with the ability to engage and influence partner executives
- Executive‑level relationships within CDW and the broader reseller ecosystem
- Strong understanding of the reseller business model and Omnissa's role within it
- Collaborative team player able to work cross‑functionally across sales, marketing, and alliances
- Consistent record of quota achievement and over‑performance
- Salesforce.com expertise
- Ability to travel 50%+ as required
- Bachelor's preferred, or equivalent combination of education and relevant professional experience