About SenseOn:
🌱Are you a bright, motivated self-starter? 💡 Would you enjoy working in a dynamic and collaborative team, building and innovating on your ideas? 🚀 Do you want to be part of an exciting, fast-moving environment at the forefront of cybersecurity technology? 👇 If the answer is yes, then keep reading!
At SenseOn, our mission is to pioneer the security architecture of the future. We empower our customers with unparalleled defence against cybersecurity threats, safeguarding every user and asset within their organisations, no matter where they are. Since our inception in 2017, we've been trailblazers in our industry, earning accolades for our groundbreaking work from the World Economic Forum and the Institute of Engineering and Technology (IET). Today, we proudly protect Global Fortune 500, Fortune 1000, and FTSE 100 companies, delivering unmatched security outcomes faster than any other solution on the market. Join us to be part of a dynamic team that is shaping the future of cybersecurity.
The Role and Team:
We’re looking for an experienced Channel Account Manager to drive our channel program to the next stage. We seek an individual with a passion for channel sales and an entrepreneurial spirit to help achieve our mission in fixing cybersecurity. You will join a growing team of experienced professionals who can offer thought partnership, wisdom, and camaraderie.
SenseOn’s GTM team now has an established channel first GTM approach with a proven track record of success and now it is time to take it to the next level of scale expanding into Europe and the USA.
If you are the type of person that embraces accountability and growth, thrives when given trust and autonomy, applies data-driven decision-making and relishes a challenge, then we want to hear from you.
Requirements
What you’ll do:
Take Ownership:
- Accountable for the productivity and success of SenseOn’s channel program, which will include operating under formal performance indicators and OKRs.
- Responsible for developing training materials and a repeatable and ongoing enablement program for channel partners, working in partnership with SenseOn resources to deliver enablement sessions.
- Take ownership of the channel program’s scalability and future development, which will include progressively adapting the program as we scale (potentially including; various partner tiers, distribution layer, individual certifications, etc.).
Target & Recruit Channel Partners:
- Working with SenseOn sales and leadership, you will generate a set of IPPs (Ideal Partner Profiles) across VARs/MSSPs/GSIs, which will serve as the recruitment blueprint.
- You will leverage personal networks, channel research, SenseOn stakeholder relationships, OSINT, and other means to target suitable channel partners for recruitment.
- You will build trusted relationships across multiple stakeholders in channel partners, adapting your approach as you engage with different personas (CEO/MD, Sales/Technical leadership, AEs, BDRs, SEs, Marketing, etc).
- You will leverage your excellent written and verbal communication/presentation skills to effectively articulate SenseOn's value, to help channel partners understand how SenseOn will align to their GTM strategy and objectives.
Enablement and Productivity Management:
- Develop the channel enablement program and deliver/manage enablement sessions designed to upskill and excite channel partner personnel (sales, marketing, technical, leadership, etc.)
- Develop Partner Business Plans (PBPs) with channel partners that include performance metrics, sales objectives, marketing plans, etc.
- Classic channel account management duties, including regular interactions with partner stakeholders and quarterly business reviews.
- Drive and overlay alignment between SenseOn AEs and channel partner AEs (and other stakeholders).
- Conduct regular sales training presentations with channel partner sales teams to ensure they can effectively articulate SenseOn's value proposition and maintain up-to-date knowledge of SenseOn's competitive positioning.
Generate Pipeline & Enable Business Growth:
- Meet and exceed channel-sourced pipeline and revenue targets.
- Develop demand generation plans with channel partners in collaboration with SenseOn Marketing, Sales, and BDR teams.
- Work closely with Sales leadership to creatively develop channel partner incentive programs designed to enhance partner productivity.
- Work with SenseOn AEs to identify top prospect enterprise accounts and establish which channel partners hold maximal relevance, to strategically penetrate and drive large enterprise business.
- Oversee relationship building and pipeline activities such as partner call-out days, AE account mapping sessions, sales excellence workshops, etc.
Develop Champions and Strengthen Partnerships:
- Become a trusted advisor to channel partners on all SenseOn matters, products, capabilities, and news.
- Regularly create and distribute Partner Win Wires to support deeper partner engagement and partner AE excitement.
- Work with SenseOn AEs to ensure that SenseOn-sourced opportunities are aligned to strategic channel partners, to support sales execution and procurement, and also drive deeper partner engagement.
Collaborate and Innovate:
- Contribute to a high-performing team and identify opportunities to operationalise and optimise SenseOn processes.
Ideal profile
SenseOn is looking for someone with relevant intelligence, character, ambition, and experience to join our growing team. The following skills, experience, and attributes form the ideal profile of the CAM.
- Bachelor's degree or equivalent professional experience
- 3-5 years in a channel management position for a cybersecurity vendor
- Experience working with value added resellers and managed security services providers
- Excellent communication and presentation skills
- Organised, attentive, thorough, methodical, disciplined, and dependable
- Determined and robust; ability to operate effectively during a challenging stage of growth (early-stage) with limited supporting resources
- Excellent ability to manage and leverage internal functions to meet key objectives
- Excellent conflict resolution skills, for handling potential disputes between channel partners, AEs, and/or customers
- Reputable, credible, and held in high-regard within the channel community
- An aptitude and curiosity to understand our technology and business
- Entrepreneurial drive backed with resilience
Benefits
What we’ll offer you:
- Unlimited holiday allowance
- Hybrid work
- Bi-annual career progression review
- Learning and development investment
- Enhanced pension
- Private healthcare with vitality offering rewards and discounts from Amazon Prime to Gym Membership
Belong at SenseOn:
At SenseOn, we define Talent as employees who are ❤️ customer obsessed, 🌟 pursuing excellence. They are 🦁 courageous, 🦸♀️🦸🏽♂️ good people, doing good things, powering our 🚀 rocketship. If this resonates with you, then you will always belong. Nothing else matters. We are an Equal Opportunity Employer and do not discriminate against any qualified employee or applicant. Difference is what makes us stronger.
Prior to the next stage in our recruitment process, please don’t hesitate to confidentially let us know if you require any support to allow you to fully participate in our process: [email protected]
