At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity. Role Description: Renewals Representative, DACH Role Purpose: Wasabi’s Renewal Representative is part of the Inside Sales Team who will initially work in the office while training and then have the option to work remotely. In this role, responsibilities include account development, retention and expansion. You will play a key role in developing customer relationships on both the Channel and Direct Team. We’re looking for a sales-oriented professional who values creativity and customer engagement. *Principals only. No recruiters. This position is being hired through a Professional Employer Organization (PEO), which supports Wasabi Technologies with payroll and HR compliance. Responsibilities: - - Lead customer review and renewal calls to assess satisfaction, product usage, evolving IT needs, and identify growth or optimization opportunities. - Build, manage, and update renewal quotes, process orders, and accurately maintain account history in the company CRM system. - Collaborate closely with internal teams and external partners, including Distributors and Value-Added Resellers, across both Channel and Direct business. - Consistently meet or exceed individual and team renewal and sales quotas on a quarterly and annual basis. - Adhere to Wasabi’s policies procedures accurately. - Proactively monitor account health to assess churn risk and re-engage with customers at risk of leaving by implementing appropriate save strategies. - Participate in and contribute to business development and team strategy meetings to support account growth and retention initiatives. Requirements: - - - Fluent in both German and English (spoken and written). - 3-5+ years in SaaS renewals, inside sales, account management, or customer success (cloud/storage experience is a plus) - Proven track record of hitting or exceeding retention/quota targets - Strong negotiation and objection-handling skills - Comfortable working in a fast-paced startup/scale-up environment - Excellent communication and relationship-building in a multicultural context - Experience using a CRM database (HubSpot and Salesforce is a plus) - Experience working in the Channel (VARs, Distributors, MSPs) - Familiarity with KPIs like NR, RR, churn rate, expansion revenue Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity. Role Description: Channel Account Manager – West Role Purpose: We’re looking to add an enthusiastic, driven, and ambitious Channel Sales Rockstar to engage and enable Wasabi partners. You will have the ability to work remotely for this role, and prospect, onboard, and activate new partners and MSP’s. Your time will consist of training and supporting these partners and MSP’s to monitor and provide feedback on their performance. Our ideal candidate for the role is located in Southern California or Phoenix, Arizona. We will consider other candidates from around those regions as well. This role will be reporting into the Senior Director of the Sales Region. Responsibilities: - Recruit, onboard, and activate new, qualified Wasabi channel sales partners. - Present and gain inspired understanding of Wasabi’s disruptive hot cloud storage solution. - Drive adoption of wasabi channel programs among your partners. - Establish productive and professional relationships with key personnel in partner accounts. - Establish and maintain joint partner planning processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. - Meet assigned targets for sales volume and strategic objectives. - Coordinate Wasabi and Partner resources, to sell through partner organizations to end-users. - Foster excellent communication internally and externally, and in adherence to channel rules of engagement. - Leverage marketing automation and CRM tools to rapidly isolate ideal partner and end-user prospects and systematically track activity and forecast opportunities. Requirements: - 3-5 years of technology channel sales experience (storage experience a plus). - Disciplined about planning, setting goals, and following up. - Self-starter, passionate about achieving success. - Exceptional written and verbal communication skills. - Coachable and open to feedback on suggested alternative methods and processes. - Creative team player, willing to make positive suggestions to further the team’s success. - Enthusiastic about the challenge of working at a start-up. - Prior experience with Salesforce CRM. - Sales training certification a plus. - Bachelor's degree in business or a related field. Compensation: The On Target Earnings (OTE) range for this role is between $170K-$200K* *The OTE range reflects the full range for this position at Wasabi Technologies. At Wasabi, we believe in paying fairly and competitively, and individual compensation is determined based on factors such as job-related experience, skills, location, and internal equity. On Target Earnings are just one part of our total rewards approach. Wasabi team members also receive equity, and a comprehensive benefits package designed to support both professional growth and personal well-being. Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

• Oversee and lead a collection of Paid Media accounts • Serve as direct support to client contacts • Weekly communication with any vendors or operational partners to ensure we're aligned on tasks being assigned, work quality, and any improvements we can make to that dynamic • Drive referrals via client relationships and professional network • Build strategies for clients each quarter • Have the ability to create, maintain, and optimize budgets for paid media campaigns across multiple channels • Deeply understand client positioning and unique value propositions • Confirm lead routing is accurate within a CRM • Understand the value of Programmatic campaigns • Responsible for personal productivity and utilization • Work directly with Associate Director to ensure internal and client goals are being achieved • Execute and optimize PPC advertising campaigns across multiple platforms including Google Ads, Facebook Ads, and LinkedIn Ads, focusing on keyword research, ad copywriting, and audience targeting to maximize ROI

Role Description Calero, the leading technology expense management solution for complex enterprises, is looking for a Channel Account Manager in the West Region (US). Reporting to the SVP, Channel Sales, you will be responsible for developing and executing strategies to expand our ecosystem of referral partners, value added resellers, GSIs and MSPs/Wholesalers in the Western United States Region. Your primary objective will be to establish and nurture relationships with key partners, driving revenue growth, and increasing market share for Calero. The ideal candidate for this position is located in one of the following States: Wisconsin, Illinois, Iowa, Missouri, Arkansas, Texas, Oklahoma, Kansas, Nebraska, SD, ND, Montana, Wyoming, Colorado, Arizona, Utah, Idaho, Washington, Oregon, California or Nevada. - Identify, recruit and onboard new referral partners, VARs and MSPs - Achieve new business and revenue targets for all assigned partners - Develop and execute channel strategies to drive revenue growth, market penetration, and partner satisfaction - Collaborate with marketing team to develop tailored marketing programs, collateral, and campaigns to support partner initiatives and enablement - Manage on-boarding and enablement activities for resources supporting assigned partners - Provide sales and logistical support for channel partners located across the Central Region (US) - Adapt to dynamic changes related to sales opportunities - Articulate the value of Calero’s solutions and align them to the customers’ critical business issues - Serve as the primary point of contact for partner inquiries, escalations, and strategic discussions, fostering strong relationships built on trust and collaboration - Champion the partners’ voice internally advocating for their needs and leverage their feedback to drive continuous improvement to the product, services, and partner program Qualifications - Bachelor’s degree in Business Administration, Marketing, or a related field Requirements - 3+ years of experience in channel sales, business development, or partner management with a focus on the Referral/VAR channel models - Proven track record of successfully developing and managing channel partnerships, exceeding revenue targets, as well as driving partner satisfaction - Deep understanding of the Referral, VAR, and MSP/MSSP ecosystem, including industry trends, partner business models, and competitive landscape in the Central and or Western region (US) - Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels - Self-motivated and results-oriented, with the ability to thrive in a fast-paced, dynamic environment Benefits - The OTE range for this position is $135,000 - 150,000. - Compensation depends on numerous factors including geographic location, skills required, experience, complexity, travel, and market rate. - Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. - Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.