The Channel Manager - North America West is an integral role in building, developing and maintaining the SCW partner relationships while driving partners sourced and influenced revenues in working and collaborating with the SCW direct sales teams and the partner sales/business development teams. SCW continues to grow and expand the partner ecosystem and we are developing partner loyalty through a partner program, from a strategic positioning in driving a balance of trade in driving joint incremental revenues.
Key Possibilities:
- Exceed quarterly and annual quota attainment targets, partner sourced & influenced revenue,
- Identify and recruit new strategic partners to drive revenue growth,
- Co-develop business development plans with the appropriate partners,
- Ensure the appropriate contracts are in place to support new partner relationships,
- Familiarity with various channel partner types: OEM, VAR, Alliance, Referral, etc.,
- Manage the partner Business plan creation, administration and execution,
- Develop positive and regular working relationships with preferred partners in designated region
- Work with partners’ sales teams to build and execute pipeline
- Ensure partner’s compliance with the SCW partner program
- Oversee and host quarterly business reviews with partners to drive accountability and report on success metrics
- Report on success metrics on a regular cadence with direct leadership and identify gaps and plans for close
- Have weekly or regular operating conversations with designated partner managers that drive pipeline creation and opportunity close
- Work hand-in-hand with Secure Code Warrior’s sales leadership/management and inside sales team,
- Assist in partner marketing activities such as trade shows, campaigns and other promotional activities.
Previous Experience
- 5 - 10 years of previous channel-related experience,
- 3 - 5 years of channel experience within Cybersecurity market segment,
- Previous experience working within the cyber partner community: VAR, OEM, Technical alliances, ISVs,
- Demonstrable examples leading the partner incremental revenue growth in ARR sourced and influenced revenues,
- Strong business acumen,
- Experience in leading value outcome-based messaging,
- Inherent skills: Strong communication skills, creative and thoughtful in assessing business metrics and plans to close gaps, strong value outcome messaging skills, sense or urgency in developing Channel led pipeline and supporting the close process, passionate about the channel.
