Channel Manager - IT Security Vendor
We are working with a rapidly expanding IT security Vendor whose technology is at the cutting edge of cyber security incident response, insider threats, litigation, privacy, regulation, privacy, and risk management. They have customers in over 60 countries including law enforcement agencies, administrators, all tier-one advisory firms as well as many of the world's leading financial institutions, technology leaders, corporations and government departments.
Overall purpose of the role:
Reporting to the Head of Region we are seeking a Channel Manager for the Northern Europe region. This position will be based in the London office and you will responsible for execution of the the partner network strategy and plan for the UK/Ireland territory.
Key responsibilities include:
*Deliver on partner channel revenue targets and other agreed program targets (for example partner recruitment, partner enablement, pipeline creation) associated with managing a territory on the ground.
*Forecast, manage and support all "Sell Thru" sales activity with the partner network.
*Collaborate with the other Organisation stakeholders and particularly the Organisation sales teams to support the sales enablement and any "Sell With" activity with the partners.
*Be competently able to represent Organisation at all levels of an organisation through effective demonstration and proposing of our products and solutions.
*Build new partnerships where appropriate and take a proactive approach in identifying and engaging with partners to sell them on the Organisation value proposition and develop for long term business partnership.
*Be responsible for management and resolution of any partner channel conflicts and the development and implementation of best practices to reduce conflict.
*Work with the Organisation partner programs team to ensure effective processes, infrastructure and systems are in place to optimise the performance of our partners.
*Take an active role in supporting solution development efforts to ensure our product offerings are optimised for our end users and partners.
*Put performance targets & development plans in place for each partner and complete quarterly business reviews to track/feedback progress against targets.
*Manage and co-ordinate marketing effort in the territory with regard to driving lead generation campaigns and participation in conferences, seminars etc.
*Work with the Organisation enablement team to promote and drive the sales and technical sales enablement of the partner network in your territory.
*Manage all sales activity and information using Salesforce.com CRM
*Previous experience of working with partners and excelling in a partner manager role is required with a history of driving partner sales to enterprise level while building significant year on year revenue growth in sales and partner performance.
*Experience working with Value Added Distribution partners and VAR's in the UK/Ireland territory. Experience of successfully developing and managing a Two-Tier Distribution channel would be advantageous.
*Proven ability to establish productive and professional relationships with decision makers in assigned and acquired customer and partner accounts.
*A strong ability of creating and maintaining an effective network within the territory and area of expertise that has allowed you to do business successfully.
*Proven ability that not only demonstrates expertise in the area of selling and consulting but also the ability to present and explain the technical element of your product or services.
*Strong brand ambassador with the ability to develop and sustain the brand profile.
*Demonstrated negotiation skills with the ability to convert opportunities to sales.
*Educated to at least degree level in technology or business related discipline.
*At least 7 years' experience working in high-end sales/partner channel role in the UK/Ireland market.
*Has significant strategic account and territory management experience.
*Be a strong communicator who is comfortable negotiating at any level within an organisation.
*Strong knowledge of information management, digital investigations, security and particularly GDPR solutions would be advantageous.
*Ability to demonstrate excitement about and connection to the Organisation mission and values.
*Ability to thrive in a fast paced, agile environment with a sense of urgency and attention to detail.
*High energy levels.
*Ability to travel as the business dictates locally, regionally and globally.
*Willingness to work flexible hours in line with the needs of an international company.
In return you will be offered:
Up to £70k basic salary with OTE £140k
A great working environment with a fast-growing global software company in a high performing team. Upon full time employment we offer competitive benefits and excellent compensation
The JM Group is operating and advertising as an Employment Agency for permanent positions and as an Employment Business for interim / contract / temporary positions. The JM Group is an Equal Opportunities employer and we encourage applicants from all backgrounds.