Job Description
Our client is a market leader in deep and dark web cyber threat intelligence. Their platform helps Fortune 500 companies, financial institutions, governments and law enforcement agencies protect their finances, networks and reputations from cyberthreats that lurk in the deep, dark and surface webs.
The VAR Channel Manager will take ownership of helping to build a world class security VAR Channel. This is a unique opportunity to build something special and enable partners to enter new revenue streams that complement their existing business.
The VAR Channel Manager – NORTHEAST owns the VAR partner relationship and represents the entire range of company products and services to assigned partners within their region.
Requirements:
5+ yrs experience in Security VAR space
Deep knowledge of Security VAR channels with extensive relationships
Knowledge and experience within Threat Intel space including TIP, SOAR, platforms
5+ yrs software sales background with SaaS experience
Strong working knowledge of the Federal VAR space
Experience introducing new technologies into partner portfolios
Works well in a collaborative start-up environment
High-tech channel sales experience in an enterprise sales environment
A proven track record of driving continued partner growth and revenue
Ability to drive influence and build effective relationships with decision-makers across all levels of partner organizations
Strong working knowledge of the cyber security space
Distribution channel knowledge and relationships are desirable
Responsibilities
Working on developing and implementing the go-to-market channel strategy.
Identifying, recruiting, and enabling new partners’ relationships while improving productivity from existing partners.
Creatively engage partners to position the company with their customer base
Maintain a regional partner plan that maps partner strengths (customer relationships, vertical focus, etc.) to accounts and target opportunities
Proactively engage partners with Channel Marketing programs to enable new customer acquisition and existing customer adoption of our solutions
Work closely with field sales and marketing to deliver channel-centric events, programs, and campaigns that create interest and awareness among partners’ customers
Develop an annual business plan outlining how partner target revenues will be achieved
Schedule and run QBR with key regional partners
Target, Recruit, Engage, Enable, and continue to motivate partners with a security focus
Evangelize our solution with new target partners
Develop and move partners through channel maturity levels
Bring high energy, passion, and a positive attitude every day