Channel Sales Manager - Central

Channel Sales Manager - Central

Location: [Austin, Dallas, Chicago, Denver] : Remote

Company Mission :
SpyCloud is on a mission to make the internet a safer place by disrupting the criminal underground. SpyCloud’s solutions thwart cyberattacks and protect more than 4 billion accounts worldwide. Cybersecurity is an exciting, evolving space, and being at the forefront of the fight to disrupt cybercrime makes  SpyCloud a special place to work. If you’re driven to align your career with a fantastic mission, look no further!

Who You Are:

You are a seasoned team player with excellent cross-functional teaming and influencing skills, and a deep understanding of diverse channel partner types. You are an exceptional communicator and relationship-builder, with an outstanding track record of results and relationships with relevant channel partners. You possess a unique combination of channel partner management skills, including a strong balance of business strategy, partner go-to-market (GTM) execution, program oversight, cross-geography coordination, communication, project management, and results measurement. You are comfortable engaging with partner sales teams to drive them to build pipelines and engage with our product portfolio.

Key Responsibilities:

1. Relationship Management:
• Develop, maintain, and strengthen business relationships with new and assigned partners.
• Identify and target new in-region partners; recruit, train, and onboard new partners.
• Communicate SpyCloud solutions and services, ensuring partners are fully aware of SpyCloud capabilities and differentiators.
• Clearly articulate key drivers and value points for partner decision-makers to foster partner adoption and loyalty to SpyCloud services.
2. Pipeline and Sales Support:
• Drive pipeline creation through effective partner engagement.
• Attend sales calls with partners to explain the SpyCloud value proposition and support sales efforts.
3. Partner Objectives and Performance:
• Develop a business plan outlining how target revenues and objectives will be achieved
• Execute on partner objectives set by partner and regional management, including deal registration goals, and quota retirement.
• Measure and report on the success of assigned partners to SpyCloud and partner leadership.
• Joint account plan creation and collaboration, and (minimum) 5 new deal registrations per week
4. Program Development and Coordination:
• Assist in developing required support materials for the program, including sales kits and marketing programs.
• Work with Sales Executives, Marketing, and Product Training to ensure comprehensive partner engagement.
• Work closely with field marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers.

Required Skills and Experiences:

1. Professional Experience:
• 8+ years of a mix of sales and cybersecurity experience.
• 5+ years of channel sales experience with accountability for partner-led bookings and revenue targets.
• Solid understanding of cybersecurity concepts and technologies.
2. Sales and Channel Proficiency:
• Demonstrated proficiency in multi-level channel selling environments.
• Familiarity with how solutions are sold and fulfilled through the channel, including services (managed / pen testing / etc.). .
• Excellent written and verbal communication skills with the ability to translate technology features into business benefits.
3. Analytical and Problem-Solving Skills:
• Strong analytical and problem-solving skills.
• Ability to work remotely in a self-directed environment with strong initiative.
4. Organizational Skills:
• Strong organization and prioritization skills, with the ability to multi-task in a dynamic environment.
• Proficiency in Salesforce.com and G-Suite products.
5. Travel and Technology Proficiency:
• Travel up to 50-75% of the time; in the meantime, proficiency in Zoom and other UCaaS platforms.
6. Education:
• Bachelor’s degree or equivalent work experience.

Performance Indicators:

• Development and strengthening of business relationships with partners.
• Effective recruitment, training, and onboarding of new partners.
• Achievement of partner-led bookings and revenue targets.
• Successful pipeline creation (deal registration & revenue) and sales support through partner engagement.
• Accurate measurement and reporting of partner performance.
• Adherence to glo