Challenges You Will Solve
The right partner relationships are critical to Red Canary’s ability to scale and diversify our business. As a Regional Channel Manager, you will recruit and manage key strategic Partners within our Central sales region. You understand the best partnerships are “two way streets”, and are excited about building deep relationships with internal and external stakeholders to ensure opportunities move smoothly throughout the partner ecosystem. You will ensure each Partner is adequately prepared to deliver results, and quickly identify & remediate challenge areas. You will execute on the channel strategy and will be accountable for developing and delivering results. This will involve recruitment of partners and strong focus on the development of existing partners.
What You'll Do
- Develop strategy, plan, and oversee execution of go-to-market (GTM) with focus channel partners.
- Drive alignment of Red Canary and partner GTM initiatives that results in joint business successes.
- Implement and manage co-sales and co-marketing initiatives as a core focus of your GTM plan, including leading engagement and coordination between Red Canary and Partner sales and marketing resources.
- Track and regularly report on success metrics, including deal registration, pipeline, and revenue.
- Understand and support field opportunities in region and connect them with partner resources to support deal closure.
- Identify and assist in recruitment and onboarding of new regional partners, to address gaps and to maximize GTM scale.
- Collaborate with Marketing to represent Partner needs and influence regional marketing priorities.
- Be an expert resource on our partner ecosystems through a deep understanding of partner service catalogs, personalities, and ideal opportunities for them to better align with Red Canary.
What You'll Bring
- 3+ years successful track record supporting deal closures in the cybersecurity segment
- 5+ years working within the channel partner ecosystem with a demonstrated track record of strong revenue results
- Demonstrated knowledge of and relationships with key channel partners within the cybersecurity ecosystem and in region
- Familiarity with partner ecosystems giving field teams a meaningful lever to convert stuck deals into delighted customers.
- Familiarity with common sales tools, including Salesforce.com
- Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages.
- Expertise on deal mechanics, funnel and conversion
Compensation Range: $196,000- $228,000 OTE + equity
Application Deadline: Sept 30, 2024
