Virtual office - Western US Dallas, TX 75075 US | Remote Job TELECOMMUTE US
Channel Manager, Information Security, Western US, Virtual
Our client, a leading vendor of information security products, is seeking a Channel Manager to growth is partner network in the Western United States. This role is responsible for recruiting, supporting and enabling Channel Partners to drive revenue growth and increase industry awareness of the firm’s offerings.
This is a fully-virtual office position, requiring 40-50% travel to channel partner locations, enterprise and service provider customers sites, as well as industry trade events such as RSA and Black Hat. Strong preference for candidates within one hour of a major metro airport in the region, which includes CA, AZ, NV, CO, OR, WA, TX and other states West of Dallas, TX.
IF YOU ARE NOT PREPARED FOR THIS LEVEL OF TRAVEL, WE ENCOURAGE YOU TO APPLY TO OUR OTHER OPENINGS.
Develop and manage all aspects of the reseller partnerships that are key to the growth of the company.
Manages channel partner relationships including executive-level contacts, new business development, and resolution of field, product development and other day-to-day issues.
Developing Go-to-market programs with the partner field organization, maximizing existing reseller and OEM deals, and driving revenue opportunities in the field.
Develops joint marketing and promotional programs with alliance partners to ensure market success of products.
Conducts business development of new alliance agreements with technology partners that enable customer-focused solutions and extend market and technology leadership.
Leverage existing technology relationships with major technology vendors to target Large Account Resellers and System Integrators for partner optimization, lead generation and joint sales activities.
Identify applications for the firm's products and professional services, and build marketing programs, content and sales collateral to leverage partner networks.
Build a pipeline of opportunities by partner and provide weekly updates to SalesForce.com and forecasts to upper management.
Education, Experience and Skills Requirements
Ability to understand, communicate and execute corporate objectives internally and externally, handle multiple activities within a deadline, communicate with a wide range of audiences (including customers, technology partners, analysts, etc.), and distinguish between and understand the needs of various stakeholders including customers, field teams, channel partners, and technology partners.
Strong Network of revenue-producing management and staff contacts at leading security-focused reseller partners.
Capable of developing and articulating coherent reseller partner strategies based on complex industry trends, customer needs, and technology partner requirements.
Strong knowledge of competitors products, marketing plans and industry trends.
8-10 years’ experience in Channel Sales area (VARs, Technology Alliances/OEM) for a leading network, information or applications security OEM or ISV desired
Bachelor’s degree. Very strong oral and written communication skills
Strong negotiating skill and experience initiating and closing technology licensing, OEM, or ISV agreements a plus.
Deal-making and partner management experience
Strong track record working cross-functionally
Sales, or similar experience, responsible for driving revenue - Knowledge of the security industry