Channel Business Manager

Summary

Join Veza as their Channel Business Manager and be responsible for the overall channel business and joint GTM between strategic resellers and the field sales team. Focus will be on revenue growth, joint solution creation, mindshare, sales enablement, and ecosystem connectivity to maximize market adoption. You will serve as the primary point of contact for various channel partners, developing and maintaining strategic business plans for each partner to drive mutual growth. This role requires a deep understanding of security or identity and access management solutions, partner ecosystem development, and revenue growth through indirect sales channels. You will collaborate with partners to develop joint go-to-market strategies and drive partner-sourced and partner-influenced pipeline growth. The position requires strong relationship management, strategic thinking, and excellent communication skills.

Requirements

• You will have 7+ years of industry experience with a majority in channel management
• You are effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption
• You have a measurable and substantiated track record in new business development and over achieving sales targets
• You can successfully grow partner revenue, pipeline development and increase deal registration volume and conversion rates
• Experience in early stage companies, and ability to adapt quickly in high growth, fast-growing, and changing environments
• Strong understanding of security or identity and access management solutions
• Excellent relationship management and negotiation abilities
• Strategic thinking and business planning capabilities
• Outstanding written and verbal communication skills
• Project management and organizational expertise
• Deep understanding of identity security landscape and market trends
• Familiarity with identity governance, privileged access management, and authentication solutions
• Knowledge of cloud security and zero trust architectures
• Understanding of partner business models and channel economics
• Previous experience in crafting, on boarding and developing complex partnerships and joint business plans
• Financial Modelling Skills for business case development and return on investment
• Ability to travel ~50%

Responsibilities

• Serve as the primary point of contact for various channel partners and build champions and successful partner relationships
• Develop and maintain strategic business plans for each partner to drive mutual growth
• Build and maintain CxO relationships with senior executives of Partners
• Create and execute partner enablement programs to ensure technical and sales readiness
• Monitor partner performance metrics and provide regular reporting on partnership health
• Identify and capitalize on new revenue opportunities within the partner ecosystem
• Collaborate with partners to develop joint go-to-market strategies
• Drive partner-sourced and partner-influenced pipeline growth
• Facilitate deal registration and opportunity management processes
• Conduct training sessions for partner sales teams on product offerings and value propositions
• Support partners in complex sales cycles and technical discussions
• Work closely with field sales organizations to maximize synergy and go to market success
• You will proactively work with the Veza Sales team and ensure that the Partners are engaged in activities. They will work closely with the Veza account teams and will advocate for partners within Veza
• Aligning with the Partner Engineering team to prepare a Veza Enablement Plan to build awareness/education and updates
• Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Veza Field Teams

Preferred Qualifications

• Experience working with Bytes, CyberIAM, Dotnext, others
• Existing relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA and grow new relationships within their region

Benefits

• Your base pay is one part of your total compensation package
• This position is also eligible for equity and a competitive benefits package