Channel Account Manager - Federal

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

About Us

Menlo Security protects organizations against cyber attacks by eliminating the threat of malware. Even with a 99.9% defense, devices are still getting infected​ and our solution is a cloud-based isolation platform which acts as a digital partition to provide users with clean, malware-free web content. We are in series-c funding backed by top industry investors, and we support customers across various enterprises including Fortune 500 companies, leading financial services, and the Department of Defense. 

What You’ll Be Doing

The Regional Channel Manager - Federal position plays a crucial role in building Menlo Security’s success in all Federal Markets. 

You will be responsible for working closely with all partners, cross-functional stakeholders, and Sales leadership to shape and drive Menlo’s capabilities in regions to deliver and exceed targets. You will recruit, engage, and enable partners to identify and drive new partner-led business opportunities in the Federal Space. This is a key front-line channel sales position reporting into the Vice President Global Channels in partnership with the Federal sales team. 

Key Outcomes:

Menlo has a highly successful and respected Channels program throughout the Federal Markets, known for its efficiency, profitability, and strong partnerships with top performing channel partners. 

Responsibilities include:

• Co-developing and executing a comprehensive strategy for the Federal region including but not limited to resellers, referral partners, federal systems integrators and distribution that is aligned with Corporate Channel Goals

• Owning the Partner ecosystem within the Federal region

• Ensuring consistency in terms of the company’s channel sales strategy & execution, regular reporting to the Regional and Global Channel leaders

• Recruiting and management of partners to ensure the regional channel number and regional number are achieved and surpassed

• Acquiring net new business and logo wins by working closely with Sales Rep and Sales Engineer in region and ensuring effective technical onboarding of Partners 

• Managing regional key performance metrics with Sales Operations to properly report on Key Results.

• Enable and educate Channel Partners through in person or virtual events on new platform capabilities.

Key Deliverables:

• Federal Partner Strategy Plan

• Federal Channels Partner Onboarding and Enablement Plan

• Federal Channels Marketing Strategy

• Federal Channels Enablement Materials

Requirements

• Bachelor’s degree, Masters degree or equivalent experience

• Minimum of 8+ years of selling experience

• Minimum of 5+ years Information Security experience

• Existing relationships with key Federal Channel Partners

• Ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes

• Flexible and adaptable self-starter with strong relationship-building skills

• Passion for your work and an ability to apply that to both daily tasks and larger projects

• Collaborative and team-oriented attitude

• Effective problem-solving capabilities

• Takes initiative and approaches all tasks and projects proactively

• Ability to prioritize and complete multiple tasks with little to no supervision

• Intellectual curiosity, humility, accountability and positive approach