Senior Channel Manager

Summary

Join Bugcrowd as a Senior Channel Manager to build and support a partner ecosystem, including system integrators, consultants, VARs, MSSPs, and strategic alliances. You will recruit and enable partners, collaborating with account teams to drive end-user adoption of Bugcrowd's products and services. This role involves developing and executing GTM partner plans, communicating Bugcrowd's value to partners, defining partner engagement, negotiating partner agreements, and driving product and service adoption. The position requires 3-5 years of sales or channel sales experience and strong communication skills. It involves approximately 25-50% travel. The ideal candidate will have experience with pan-European security VARs and supporting cybersecurity products. The position is fully remote.

Requirements

• 3-5 years in sales or channel sales and preferably prior experience selling
• Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and industry thought leaders)
• Prior experience working in early stage channel growth
• Excellent written, verbal, visual communication skills and strong work ethic
• Ability to travel. (25%-50%)

Responsibilities

• Identify, recruit, and enable system integrators, consultancy, VARs, and MSSPs who service our mutual customers and prospects
• Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through/sell through partner enablement, incentives, events, and joint product and services offerings
• Partner with Account Teams + Sales Engineering to communicate Bugcrowd’s value to our prospective and signed partners to become a valued and strategic cyber security partner
• Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects
• Negotiate and sign partners to drive Bugcrowd product + service adoption and partner differentiation and profitability

Preferred Qualifications

• Previous experience and relationships with pan-European security VARs preferred
• Relationships in UK, DACH, or Benelux are desired
• Supporting cyber security products preferred
• Previous experience and relationships with security VARs preferred
• Experience working in public sector is a bonus
• AWS Marketplace experience is a bonus

Benefits

Remote, work-from-home 100% of the time