Channel Account Manager - UK/Europe Remote

About Wallarm:

Wallarm was founded in 2016 by Ivan Novikov and Stepan Ilyin to become the industry leader in advanced API security. Wallarm is the only solution that unifies best-in-class API Security and WAAP (Next-Gen WAF) capabilities to protect your entire API and web application portfolio in multi-cloud and cloud-native environments. We are on a mission to help companies counter the new style of attacks on the ever-changing landscape of cybersecurity. Wallarm enables developers, Security Ops and DevSecOps teams the ability to secure their APIs via observability, and ensure Protection and Analytics to manage risk, protect the business, and enable speed of development with safety. As a Regional Channel Manager, you will be an integral part of defining our success at Wallarm and will play a key role in building the foundation of a world-class sales organization.

About the Role:

Wallarm is a 100% channel focused company. The Regional Channel Manager will be planning and executing efforts centered around key growth partners, including VARs, Resellers, and MSSPs. This role will report directly to the Global VP of Channels & Alliances and will work closely with our sales teams as they engage our partners in the field. This function is responsible for developing and qualifying new partner sales opportunities. Candidates will possess a customer focus, and a record of accomplishment of delivering results in a high performance, fast-paced environment via partners.

Role Responsibilities:

• Creates and executes business plans to help channel partners meet and exceed revenue, training, and marketing, goals as well as certifications. Plan, coordinate, and execute marketing and trade show events to support the goals of the approved plan.

• Responsible for developing “Go to Market Strategy” for partnerships in EMEA.

• Conduct high-level conversations about Wallarm technology and products with key contacts within target partner accounts.

• Interfaces with channel partners and end-users on a daily basis via onsite meetings, phone, and email to provide assistance and drive business.

• Establish and maintain executive-level relationships with key partners.

• Effectively track the activity of opportunities using SFDC and report on weekly/monthly/quarterly results.

• Maintain regular contact with the regional sales teams to discuss progress and pipeline at each partner account. Identify gaps or challenges, and escalate to Partner Program leadership.

• Quota-carrying role.

Requirements

Role Experience & Qualifications:

• 4 + years of experience working with partners as a Channel Account Manager.

• SAAS API or Application Security experience preferred.

• Strong understanding of SAAS security solutions and their applications in various industries.

• Proven track record of driving channel partnerships or B2B sales, and meeting or exceeding targets

• Proactively identify problems, create choices, and provide alternative courses of action.

• Ability to work independently and self-start on projects of all different levels.

• Excellent time management, communications decision-making, human relations, presentation, and organization skills

• Results-oriented mindset with a focus on achieving and exceeding sales targets.

• Strong interpersonal skills with an aptitude for building strong business relationships.

• Ability to align organizational goals and revenue metrics.

• All around team player, fast, and self-learning individual.

• Ability to travel as needed for partner meetings, conferences, and events.

What we offer:

• Ability to work on a product that makes the Internet safer
• Completely remote work and flexible working hours
• Competitive salary and bonuses
• Paid days off
• Medical insurance
• Working equipment
• Professional development and career growth