Compensation Overview

What are we looking for? 

The National Channel Business Manager is responsible for creating and implementing effective account development and management strategies in order to win strategic revenue opportunities that create mutual value with selected partners with potential to drive over $50M in a calendar year.  HQ partners share two characteristics – the ability to drive a significant amount of growth with us ($50M annually) due to their market presence and cover more than one geography.

What will you do?

• Create and execute strategic partner business plans
• Develop business relationships at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management
• Build professional relationships with key executives
• Maintain list of key partner contacts
• Create and maintain partner profiles
• Identify short and long-term partner revenue opportunities
• Engage appropriate Vendor resources to move deals through the sales cycle
• Accurately forecast account sales
• Provide sales training to partner sales teams
• Identify technical skill gaps within each partner & Build plans to address technical skills gaps
• Understand and communicate all Vendor channel programs 
• Communicate the partner’s programs and initiatives to vendor territory teams
• Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry
• Work with assigned product managers to successfully manage product launches, product promotions, and product phase-out plans
• Execute quarterly vendor-wide initiatives 
• Create marketing plans and develop ROI analysis on all expenditures
• Work with the partner marketing team to implement and track the success of marketing plans
• Exceed assigned revenue objectives
• Maintain high levels of partner satisfaction

What skills and experience will you bring?

• Minimum of 5 years experience with high tech security and SaaS sales required (or equivalent experience)
• Experience working with Large National Partners like (ePlus, Insight, CDW, SHI)
• Knowledge of multiple go to market motions including MSSP, Resell, Influence
• Demonstrated success in penetrating partner accounts
• Able to present moderately complex Vendor value propositions and solutions to director/executive level contacts
• Excellent written and verbal communication skills
• Computer skills to include Excel, Word, databases, Outlook
• General knowledge of security industry/solutions required; knowledge of security technology, EPP/EDR/MDR desired
• Good interpersonal skills including experience in sales situations; self starter
• Bachelors degree or equivalent work experience desired

Why us?

You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry.

• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team building events