Channel Sales Manager

Summary

Join SpyCloud, a company dedicated to making the internet safer, as a seasoned Channel Partner Manager. You will be responsible for developing and maintaining relationships with partners, driving pipeline creation, and achieving revenue targets. This role requires extensive experience in cybersecurity sales and channel management within the federal/public sector. You will need strong communication, analytical, and organizational skills, along with proficiency in Salesforce and G-Suite. The position involves up to 75% travel. SpyCloud offers a competitive salary, comprehensive benefits including health, vision, dental insurance, 401k, and generous PTO, along with a flexible and remote-friendly work environment.

Requirements

• 8+ years of a mix of sales and cybersecurity experience
• 5+ years of federal / public sector channel & distribution sales experience with accountability for partner-led bookings and revenue targets
• Solid understanding of cybersecurity concepts and technologies
• Demonstrated proficiency in multi-level channel selling environments
• Familiarity with how solutions are sold and fulfilled through the channel, including services (managed / pen testing / etc.)
• Excellent written and verbal communication skills with the ability to translate technology features into business benefits
• Strong analytical and problem-solving skills
• Ability to work remotely in a self-directed environment with strong initiative
• Strong organization and prioritization skills, with the ability to multi-task in a dynamic environment
• Proficiency in Salesforce.com and G-Suite products
• Travel up to 50-75% of the time; in the meantime, proficiency in Zoom and other UCaaS platforms
• Bachelor’s degree or equivalent work experience

Responsibilities

• Develop, maintain, and strengthen business relationships with new and assigned partners
• Identify and target new in-region partners; recruit, train, and onboard new partners
• Communicate SpyCloud solutions and services, ensuring partners are fully aware of SpyCloud capabilities and differentiators
• Clearly articulate key drivers and value points for partner decision-makers to foster partner adoption and loyalty to SpyCloud services
• Drive pipeline creation through effective partner engagement
• Attend sales calls with partners to explain the SpyCloud value proposition and support sales efforts
• Develop a business plan outlining how target revenues and objectives will be achieved
• Execute on partner objectives set by partner and regional management, including deal registration goals, and quota retirement
• Measure and report on the success of assigned partners to SpyCloud and partner leadership
• Joint account plan creation and collaboration, and (minimum) 5 new deal registrations per week
• Assist in developing required support materials for the program, including sales kits and marketing programs
• Work with Sales Executives, Marketing, and Product Training to ensure comprehensive partner engagement
• Work closely with field marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers

Benefits

• 401(k)
• Health, Vision and Dental Insurance
• Generous PTO Plan
• In-office meals provided
• Flexible and remote-friendly work options