Channel Manager

Description

Location: USA - 100% remote

Akeyless is the number one SAAS Secrets Management Platform winning 80% of our POCs and solving the biggest cyber challenge facing organizations today – compromised credentials. We are looking to develop a Channel first approach to accelerate our growth. Akeyless seeks a Junior Channel Manager with at least 2-3 years of enterprise software sales experience either on the direct or indirect side of the business. We are looking for an individual that has demonstrated the ability to exceed a quota, build a territory, source business, and/or develop a book of business with a partner in a consultative software sales environment. Whether you are a direct seller that would like to transition to the indirect side or already in a channel role, this candidate requires:

• An obsession with winning.
• Grit.
• Tenacity.
• Entrepreneurial spirit.
• Ability to listen, communicate, collaborate, and persuade.
• Strategic thinking.
• Willingness to learn.

Responsibilities

• Cultivate meaningful relationships with partners by understanding their individual goals and developing mutually beneficial solutions.
• Work with assigned partners to develop and progress pipeline. Understand partner roles, ensure they are actively engaged in opportunities, and advocate on their behalf internally.
• Work closely with field marketing to develop a GTM event schedule leveraging MDF and sales funds. Pre and post event outreach is required, and careful tracking of event ROI in the form of leads and opportunities is key.
• Recruit partners to take and pass sales and engineering certifications. 
• Use technology (Salesloft and 6sense) to build awareness, understand buyer intent and pursue partners that can facilitate introductions and traction within these ‘interested’ accounts.
• Collaborate with Direct Sales, Marketing and Legal, internally advocating for partners.
• Ensure partner conduct is consistent with Akeyless brand, values, and compliance guidelines.
• Stay abreast of industry trends and new practices to enhance program processes and keep overall competitiveness within the marketplace.
• Develop and execute partner engagement strategies to drive revenue.
• Educate partners on new product offerings, promotions, and product updates.

Requirements

• 1-3 years of experience in direct (if direct, experience working with VARs) or indirect enterprise consultative, software sales with a proven history of success.
• Experience selling in the DevSecOps market – desirable.
• Experience working with Guidepoint Security, Optiv, SHI/Stratascale, Trace3, Defy Security – desirable.
• Comfortable collaborating with cross-functional teams to forecast sales, refine marketing and sales strategies, and presenting business plans to leadership.
• Emotional intelligence (EQ) needed for productively communicating with different personalities to build and uphold partner relationships.
• Natural curiosity about innovative marketing and growth strategies (and supporting technologies).
• A college degree in Business, Marketing, Sales, or related field.
• Willingness to travel 50% of the time.

Salary range: $90K-$125K + commission

In addition: Company Stock Options + Benefits

The compensation package depends on experience