Senior Partner Sales Manager

Summary

Join Expel as a Sr. Partner Sales Manager to lead and grow our global partner sales team. Collaborate with the Head of Channels & Alliances to build strong relationships with VARs, developing and implementing strategies for their success. This role involves crafting dynamic success plans, driving sales plays, and exceeding sales quotas. You will be responsible for coordinating partner activities, improving market coverage, and fostering a collaborative performance culture. Expel offers a rewarding compensation plan, unlimited PTO, work location flexibility, and excellent health benefits. This is an opportunity to make a significant impact and reach your full potential in a supportive and collaborative environment.

Requirements

• Ability to effectively communicate Expel’s value proposition to VAR partners and understand their challenges and needs
• Extensive knowledge of the managed security market, competitors, and customer challenges
• Proficiency in engaging with partners to assess their willingness to engage in enablement activities
• Skilled at working with senior leadership to develop business plans and promote accountability among collaborators
• Excellent presentation skills adaptable to diverse business and technical audiences
• Familiarity with partner procurement processes and common deal-closing challenges
• Understanding of various business functions like marketing, PR, and finance
• Strong verbal and written communication skills for effective collaboration
• Analytical prowess and adept problem-solving abilities
• 10+ years of Business to Business sales experience, with at least 3 years in the Enterprise Security industry
• Proficient in navigating the EMEA 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
• Capable of guiding partners through brief product demos using consumer-grade web application UIs to showcase Expel's offerings to customers
• Proficiency in enterprise and sales efficiency technologies such as Google Suite, Office365, Slack, Zoom and Salesforce
• Knowledgeable about technology innovations and trends in medium to large enterprises
• Encouraged business travel of approximately 25-50% annually

Responsibilities

• Lead the Reseller partner journey, coordinating all aspects from recruitment to ongoing relationship management. Ensure success through training, enablement, and careful planning
• Guide partners through the Partner Success Journey to achieve co-selling & co-marketing success
• Be the authority on reseller partners in assigned territory, collaborating closely with the Expel sales team
• Coordinate partner-related activities and communication to meet quarterly goals, including Sales, Technical, and Process training delivery
• Collaborate with the Partner Marketing Team to improve market coverage through partner promotions
• Motivate partners to outperform monthly goals through recognition and goal-setting, nurturing a collaborative performance culture
• Support field sales in identifying partner training needs and new partner opportunities during Territory Management & Planning Reviews
• Facilitate strategic account planning sessions and maintain an ownership mentality to nurture enduring, mutually beneficial partnerships
• Cultivate strong internal relationships to keep Sales and the wider team informed about partner progress and challenges

Preferred Qualifications

Bachelor’s or postgraduate degree strongly preferred

Benefits

• Pay range: £123,500.00 - £130,000.00 base/£190,000.00 - £200,000.00 OTE + equity
• Unlimited PTO (which we model and encourage)
• Work location flexibility
• Up to 24 weeks of parental leave
• Really excellent health benefits