Channel Account Manager - US Central

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Dispel

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Remote Access • Critical Infrastructure • Security • Cybersecurity • Moving Target Defense

51 - 200

💰 $1.5M Series A on 2015-08

Description

• Build and maintain strong relationships with targeted VAR's, Distributors, and MSSP's across the regional territory. • Implement a comprehensive partnership sales strategy to achieve revenue targets and expand market reach. • Develop and execute a strategy for recruiting new channel partners. • Managing the pipeline within the region: Sales Forecasting, Net New Lead Generation, Upsell Opportunities, Deal Registration. • Develop, track, report and manage partner and sales execution toward KPI's. • Manage and report on partner sales training for the Dispel Learning Management System. • Focus on strategic business initiatives as established by channel leadership. • Meet or exceed channel pipeline and bookings targets. • Provide ongoing support and training to partners to ensure they have the tools needed to succeed. • Align with the marketing team to develop initiatives that drive partner engagement and lead generation. • Align with sales to assist in closing deals with partnership support and advocacy. • Attend conferences: booth manning, lead qualification, immediate follow up and initial meeting scheduling (by phone, email, and letter)

Requirements

• 3-5 years of cybersecurity, OT/ICS, or other related sales experience focusing on building channel relationships. • Understands how to navigate the channel ecosystem: Value Added Resellers, Distribution Partners, and MSSP models within the United States. • Self-driven and good expedition behavior: when you hit a new city to set up for a conference on a weekend, you'll be eager to be there and pick up any task that needs doing next. • Outgoing: you're the one who makes friends with the person next to you in line for coffee. • Curious: we're working on new technologies that solve age-old problems. You'll want to learn how it was done before, what we're doing that's different, and question why (and if!) the way we do it is better. • Ability to convey complex cybersecurity and engineering topics into plain English (and other local lingos). • Strong listening: most of sales is not pushing a product. It's listening to what problems a client says they have, and coming up with a tailored, articulate way to solve their personal problem. • Goal oriented: Highly driven with a "Get it done" attitude. • Want to travel: you'll be getting on planes. A lot. Sometimes to small towns in middle America for a sales conference, sometimes to far-flung places. Join the Navy, see the world. • Work well with small teams: as with all tech companies, there's a flat organization here. Be prepared to do different things. • Growth mindset: you'll be given tasks you don't think you can handle. And then you'll learn how to tackle them, and excel.

Benefits

• Health Care Plan (Medical, Dental & Vision) • Retirement Plan (401k + Matching) • Life Insurance (Basic, Voluntary & AD&D) • Paid Time Off (Vacation, Sick & Public Holidays) • Family Leave (Maternity, Paternity) • Short Term & Long Term Disability • Training & Development • Work From Home