Your tasks
We are looking for a highly motivated, experienced, strategic, hands-on, revenue-focused channel sales professional to target, maintain and expand relationships with existing and new channel partners across the Western half of North America sales territory.
The Channel Manager is responsible for driving new and incremental business from prospective new logo targeted organizations and existing customer accounts within the region via existing and new channel partners, meeting and/or exceeding all sales quotas to achieve revenue goals. The position will organize, plan, direct, and coordinate all sales activities for partners within the defined US sales territory. Develop, nurture, and maintain relationships with prospective and current partners.
Your profile
- Direct experience of driving sales and business development activity through channel partners, Systems Integrators, Service Providers and Technology partners.
- Successful track record of enabling and expanding ‘sell thru’ sales opportunities through channel partners.
- Experience collaborating with channel sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities.
- Clear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand ‘sell thru’ sales within partners.
- Experience in structuring and negotiating partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.).
- Sales/marketing orientation, with a high level of knowledge of the US channel marketplace and an understanding of the security market.
- Establish, build and maintain partner relationships. Build trust and credibility with the partner and ensure good communication between them and Utimaco.
- Strong team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder community; Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.
Qualifications:
- Must be able to lawfully work within the US and have unrestricted work authorization for US
- Internet (prospecting / research
- SalesForce.com or comparable CRM system
- Proven channel sales experience within applicable region/country
- Enterprise IT infrastructure/application knowledge
- Background in the IT security industry involving hardware and/or software.
- Financial acumen to be able to create financially sound sales strategies
- Comfortable selling through channel partners and consultants
- Data Protection, encryption/cryptography experience is highly desirable.
- Ability to develop senior level relationships
- Can present effectively to small and large groups
- Evidence to support working with channel partners
- Must be able to travel regularly in assigned territory up to 50
- Should reside in a major Western USA city
- Bachelor’s degree or equivalent
- Sales training in a recognized sales process. (Sandler / TAS etc.)
We offer
- 99% Employer paid premium for Medical, Dental and Vision benefits
- 401k Match
- An open and friendly corporate culture characterized by constructive and collaborative interaction
- A flexible working hours model that can be adapted to individual needs
- Professional and personal development through targeted training opportunities
Our Core Values:
Deliver Secure and reliable cybersecurity solutions
Acquire Excellence through customer focus
Innovate with passion
Collaborate and be professional
Be open and honest
