Partner Sales Manager

Summary

Join Expel as our Regional Partner Manager in the NYC Metro area and spearhead our global partner sales team. Collaborate closely with the Senior Director of Partner Sales to cultivate relationships with cybersecurity-focused VARs. Develop and execute dynamic success plans for partners, driving sales and expanding market reach. This role involves crafting GTM strategies, leading partner onboarding and ongoing relationship management, and exceeding sales targets. Expel offers a rewarding compensation plan, unlimited PTO, work location flexibility, and excellent health benefits. The ideal candidate will have extensive B2B sales experience, a strong understanding of the cybersecurity industry, and proven success in channel partner management.

Requirements

• Bring deep relationships with key security partners in the Northeast
• Be considered a trusted advisor who innovates and develops highly effective, data-driven business plans and GTM strategies that open new markets or significantly accelerate existing partnerships
• Own your franchise by consistently surpassing sales targets, expanding market reach and positively influencing a cross-functional team to scale your results
• Effectively communicate Expel’s value proposition to VAR partners and understand their challenges and needs
• Collaborate with senior leadership and front-line sellers on partner business plans, ensuring internal stakeholder accountability
• Showcase excellent presentation and communication skills that are adaptable to diverse business and technical audiences
• Implement new processes or optimize existing ones to improve deal velocity and operational efficiency; consistently resolves complex operational roadblocks and anticipates future challenges
• Lead GTM with non-National Reseller partners in assigned territory, collaborating closely with the Expel National Partner Managers and Regional Account Executives
• Facilitate strategic account planning sessions and maintain an ownership mentality to nurture enduring, mutually beneficial partnerships
• 10+ years of Business to Business sales experience, with 3-5 years in the Cyber Security industry and existing channel partner relationships
• Proficient in navigating the North American channel landscape, including VARs and Distributors, with experience in common partnership models (sell with, sell through, sell to)
• Proven understanding of modern enterprise security products and familiarity with leading vendors in product categories like firewalls, endpoint detection and response, and SIEM
• Capability of guiding partners through brief product demos using consumer-grade web application UIs to showcase Expel's offerings to customers
• Expertise in owning the Reseller partner journey from recruitment to ongoing relationship management, ensuring success through training, enablement, and strategic planning (partner success plans, regional territory plan, and internal regional partner guide)
• Exceptional problem-solving skills that create breakthrough solutions. Ability to drive innovation in partnership models and go-to-market strategies. Anticipates and prevents problems before they occur
• Ability to travel approximately 50% of the time
• Must live within the assigned territory

Responsibilities

• Be at the forefront of our global partner sales team, collaborating closely with the Senior Director of Partner Sales to ignite and champion relationships with cyber security focused VARs across your territory
• Picture yourself as the architect of our partner success journey, identifying, recruiting, and guiding partners within your territory to achieve success within the Expel partner first model
• Your role isn't just about hitting sales quotas; it's about crafting dynamic success plans that empower our partners to thrive
• From developing GTM strategies to driving sales plays, you'll be the mastermind behind each step of the journey

Preferred Qualifications

Bachelor’s or postgraduate degree strongly preferred

Benefits

• Unlimited PTO (which we model and encourage)
• Work location flexibility
• Up to 24 weeks of parental leave
• Really excellent health benefits