Channel Director

March 16

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RKON

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Since 1998, RKON has delivered IT Transformation helping private equity and enterprise firms achieve Quiet IT from vision to execution. We believe IT should seamlessly serve the business strategy versus getting in the way of execution. Our team at RKON has developed a refined approach, through years of experience, that delivers a clear vision of a scalable, agile, secure, cost optimized and low risk end state. To achieve this end state, RKON provides IT solutions in three stages, first building an advisory practice that sends the strategy in the right direction, an execution practice ensuring that vision is turned into reality and a management practice the keeps the vision on track as IT evolves to serve the business.

Managed Cloud Services • Professional Services • Mobile Security Solutions • Virtualization • Iaas

51 - 200 employees

📋 Description

• By fostering strong partnerships and executing joint go-to-market strategies, RKON integrates the best technologies to drive innovation and growth for both our clients and partners. • If you're passionate about building and managing strategic alliances in a fast-growing cybersecurity environment, RKON is the ideal place to make an impact. • The ability to travel up to 25% is required. • Develop and manage strong, strategic relationships with technology and channel partners across various partner tiers, including strategic, emerging, and tactical partnerships. • Serve as the primary liaison between RKON and its partners, ensuring open communication, collaboration, and alignment of objectives. • Regularly engage with partner teams to align goals, share insights, and drive opportunities for co-selling and cross-selling initiatives. • Collaborate with partners to co-develop and execute joint go-to-market strategies that align RKON’s managed services with partner technologies, enhancing value for both parties. • Lead co-branded marketing efforts, such as webinars, case studies, and joint events, to promote combined solutions from both RKON and partners. • Integrate partner products into RKON’s service offerings and develop bundled solutions that target key customer needs. • Train internal teams on partner technologies and products, ensuring they understand the value propositions and how they integrate with RKON’s managed services. • Equip the sales team with tools, resources, and certifications necessary to effectively position and sell partner solutions. • Facilitate joint training sessions between partner and RKON teams to enhance collaboration and improve co-selling efficiency. • Define and manage partner tiers (Strategic, Emerging, Tactical) to ensure resource allocation is aligned with RKON’s strategic goals. • Develop partner incentive programs and joint promotions to drive engagement and align partner KPIs with RKON’s business objectives. • Conduct quarterly business reviews (QBRs) with partners to assess progress, refine strategies, and explore new opportunities for growth. • Track joint sales opportunities with technology and channel partners, ensuring visibility into partner-influenced revenue and pipeline metrics. • Manage partner revenue forecasting and ensure the partnership efforts are driving consistent growth. • Address and resolve any challenges that could impede successful partnership engagements. • Identify opportunities to cross-sell and upsell partner solutions within RKON’s existing customer base, leveraging both RKON’s services and partner technologies. • Work closely with the sales team to introduce complementary solutions that enhance overall client value and satisfaction. • Support the development of bundled service packages that combine RKON’s services with partner technologies, offering a comprehensive solution to clients. • Lead negotiations with technology and channel partners on agreements, pricing structures, and discount models for RKON clients. • Ensure that all partnerships are designed for long-term mutual success and structured for scalability. • Stay informed about market trends, competitor partnerships, and industry shifts to ensure RKON’s partnerships maintain a competitive edge. • Leverage insights from the competitive landscape to refine partner strategies and continuously improve RKON’s offerings.

🎯 Requirements

• Proven experience in building and managing relationships with both technology and channel partners (e.g. Microsoft and cybersecurity technologies). • Ability to align partner objectives with RKON’s business strategy to create successful, revenue-generating collaborations. • In-depth understanding of cybersecurity, cloud solutions, and other partner technologies, and their integration into managed services. • Ability to clearly communicate technical details and product benefits to both technical and non-technical stakeholders. • Strong ability to identify and develop revenue-generating opportunities through effective partnership and channel programs. • Experience negotiating partner agreements, pricing structures, and joint go-to-market strategies. • Excellent interpersonal and communication skills for effective coordination between technology partners, channel partners, and internal teams. • Strong presentation skills, with the ability to represent RKON in joint customer engagements, partner events, and training sessions. • Strong organizational skills to manage multiple partnerships and execute joint initiatives effectively and on time. • Proficiency in pipeline management, reporting, and partner performance tracking. • Experience in co-developing and executing marketing campaigns that promote joint solutions with partners. • Ability to create partner-focused content, including case studies, webinars, and joint offers, that highlight the value of the partnership.