Channel Sales Manager - East Coast

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.

• Drive pipeline creation through effective partner engagement.
• Attend sales calls with partners to explain the SpyCloud value proposition and support sales efforts.

• 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

• 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 federal / public sector channel & distribution sales experience with accountability for partner-led bookings and revenue targets.
• Solid understanding of cybersecurity concepts and technologies.

• 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.

• Strong analytical and problem-solving skills.
• Ability to work remotely in a self-directed environment with strong initiative.

• Strong organization and prioritization skills, with the ability to multi-task in a dynamic environment.
• Proficiency in Salesforce.com and G-Suite products.

• Travel up to 50-75% of the time; in the meantime, proficiency in Zoom and other UCaaS platforms.

• 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 global partner program guidelines and measures.

Expected Outcomes:

• Strong, collaborative relationships with partners in the federal / public sector space.
• Increased pipeline and sales through effective partner engagement and support.
• Achievement of revenue targets through partner-led initiatives.
• Successful execution of partner objectives and quota retirement.
• Continuous improvement in partner program development and coordination.

We are not currently sponsoring Visas for candidates.

Benefits + Perks

We also look to ensure all SpyCloud employees have the support and benefits they need to stay focused on the mission. In addition to our engaging workspace in South Austin, flexible and remote-friendly work options, and competitive salary package, we also offer our employees a comprehensive benefits package that includes:

401(k)

Health, Vision and Dental Insurance

Generous PTO Plan

In-office meals provided

Who We Are

SpyCloud is a place for innovative, collaborative and problem-solvers to thrive. Individually we’re amazing but together, we’re unstoppable. We celebrate diversity and various perspectives and aim to create an inclusive and supportive environment for all. We are proud to be an Equal Employment Opportunity and Affirmative Action “at will” employer of choice. All aspects of employment decisions will be based on merit, performance, and business needs. We do not discriminate on the basis of any status protected under federal, state, or local law. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. Women, minorities, individuals with disabilities and protected veterans are encouraged to apply. SpyCloud complies with applicable state and local laws governing nondiscrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Our culture is something really special. We support a truly worthy and serious mission, but we have fun doing it together. If you are driven, inventive, and collaborative, you’ll fit right in.  To learn more and see insights on your company’s exposed data, visit spycloud.com.

SpyCloud expressly prohibits any form of workplace harassment. Improper interference with the ability of SpyCloud's employees to perform their job duties may result in discipline up to and including discharge.

SpyCloud shares the right to work and participates in the E-Verify program in all locations.

If you need assistance or accommodation due to a disability, you may contact us.

SpyCloud’s Recruitment Policy: We will never ask an applicant for sensitive or personal financial information during the recruitment process. We advise all applicants seeking employment with SpyCloud to review available information on recruitment fraud. Anyone who suspects that they have been contacted by someone falsely representing SpyCloud should email careers@spycloud.com.

Compensation Transparency Policy: At SpyCloud, we believe in transparency and fairness in compensation. We strive to ensure that all employees are fairly compensated for their contributions, and we openly discuss our compensation philosophy and structure. We are committed to providing competitive salaries and benefits packages to attract and retain top talent, and we encourage open dialogue and feedback regarding compensation matters.