Manager of Channel Sales

As a Manager of Channel Sales, you will be responsible for generating sales opportunities of market-leading cybersecurity platform through our channel partner community. Specifically, this position is to lead, develop, coach, support and drive our Channel Account Managers and Sales Engineers to build the winning engagement strategy.

What you will do

• Develop the strategy and drive team members to build Partner relationships, handling the whole deal lifecycle with resellers from creating new leads and pipelines to closing.
• Generate sales opportunities by providing leadership, periodically analyzing sales performance and formulating plan of action.
• Develop and execute a channel business strategy that ensures quarterly sales quota achievement.
• Lead sales team when selling opportunities with partners (contract negotiations, purchase orders, licensing agreements, etc.)
• Ensure programs and internal processes are part of a sales strategy that can positively achieve targets predictability and consistency
• Manage existing relationships with resellers.
• Recruit and develop new partners through networking, referrals, company lead generation.
• Train and enable partner sales teams on the platform, messaging, and overall engagement model.
• Collaborate with field and channel engineers to properly support technical staff at our partners
• Build executive relationships with our partners to ensure proper alignment and strategy execution
• Work with partners to identify target accounts and to drive demand generation initiatives.
• Drive field marketing initiatives to build pipeline with partners.
• Manage Salesforce to manage lead and pipelines.
• Align closely with High Touch Sales, Engineers and Marketing to drive the overall partner engagement.

Requirements

What we look for

• Bachelor’s degree
• 8+ years of software, SaaS or security solution partner/channel sales experience 
• Experience in a leadership role, including performance tracking, team resource management and process planning
• Experience with recruiting and managing Value Added Resellers, MSP’s, and MSSP’s
• Experience driving pipeline generation initiatives with partners in order to meet sales quotas.
• Growth mindset.
• Strong, effective presentation and communication skills, both verbally and written, to convey to partner audiences with varying skill levels - in person, on the phone, and via email.
• Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• 100% professional and highly motivated team player.