About the Role:
We are seeking a smart & highly-driven Channel Manager. This role will be the primary point of contact for new and some existing Channel Sales Partners in Europe, from qualifying partners through to onboarding and selling with / through partners, you will play a key role in establishing a strong ecosystem of JumpCloud partners (Value-Added Resellers and Managed Services Partners) in one of the key Territory in Europe, i.e. UK&I/North, Germany/DACH and France/Benelux.
We work in a Product Led Growth model serving IT professionals and business stakeholders to help them improve the security posture of their organization and to increase the effectiveness of their IT organization. The market we address is the commercial segment made of SMBs and companies of up to a few thousands employees, many of which rely on their IT services partners to provide their Identity Access Management / Directory Services solution. This is a unique opportunity to join a fast-growing sales team in Europe, making an impact by contributing to building the partner / sales business in the Europe region overall.
Key Metrics:
- Recruitment & Onboarding New Partners (VAR & MSP's)
- Business Development Plans managed with Focused Partners
- Pipe Generation Activities co-managed with Partners;
- Partner Enablement & Certification KPIs;
- New Logo / ARR $ generated
- Partner Ecosystem KPIs in Territory [#of partners activated, % ARR $ generated by Partners, …]
Responsibilities:
- Identify a small set of key partners in your Territory and proactively target them to become JumpCloud partners through a mix of marketing programs (working with the channel marketing team) and direct outbound activities
- Lead the qualification and signing of new Partners from beginning to end
- Activate New VAR and/or Distris Partners for JumpCloud and manage the overall Partner Relationship across all aspects [New Business, Customer/Partner Success, Sales & Technical enablement, etc.]
- Collaborate with Marketing and other key stakeholders in programs and projects covering Partner/Channel enablement as well as Pipe Generation with partners
- Take ownership and be accountable for the delivery of KPIs set in the Business Development Plan with Partners
- Build and maintain a strong pipeline of sales opportunities with partners, assist partners through the sales cycle as required, helping close key transactions. Specifically:
- Work with VAR Partners and the JumpCloud Account Executive Sales team in an overlay capacity where VARs Partners are selling with the JumpCloud Account Executive Teams to Targeted ‘Digital/Cloud-Native’ Accounts; and
- Close New Business opportunities and own the Sales Forecast with MSP and focused VAR partners selling into other SMB market segments (i.e. non-Digital/Cloud Native)
- Maintain the relationship with the partner ecosystem and hold regular business reviews / QBRs
- Be the facilitators and go-to persons for partners for other Jumpcloud teams & functions [Marketing, Support/Ops];
- Direct the partners to the right people / teams;
- Ensure that the Partner is following standard operational GTM / Sales processes
- Maintain knowledge of market conditions and competitive activities
Skills and Knowledge:
- Experience selling technology solutions to SMB and midmarket focused SI/MSP’s and / or Value-Added Resellers
- Experience generating 3x to 4x pipelines for B2B sales deals
- Technology sales experience in B2B environment
- Experience selling and prospecting to new customers
- Experience following a defined sales process
- Experience selling technology solutions to Director and C-Level executives to SMB and midmarket focused SI/MSP’s and / or Value-Added Resellers
- Strong interpersonal skills, presentation skills and ability to excel in a team oriented environment
- Strong written/verbal communications skills
- Experience using Salesforce.com for opportunity management and forecasting
- Tremendous organizational skills and ability to perform in a high-volume, high-transactional environment
Education and Experience:
- Minimum 5 years sales experience selling a SaaS product
- Exceptional track record of targeting and closing deals with small to medium enterprise customers
- BA or BS preferred
- Must be able to communicate professionally in both English and German
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