Channel Account Manager - ANZ
Offer summary
Qualifications:
Minimum 5 years of experience with Channel or Distribution Partners., Strong understanding of the technology sector, especially network and security products., Excellent communication and presentation skills with an executive presence., Experience in enterprise software sales and partner relationship management..Key responsibilities:
- Drive partner sales and co-sell initiatives to increase revenue.
- Manage and develop partner pipelines throughout the sales cycle.
- Collaborate with partners to develop go-to-market strategies and joint solutions.
- Build and maintain strong relationships with partner organizations and internal teams.
Job description
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
Based in Australia, this role will report to the RSD for ANZ.
This role is focused on growth of sales and revenue by developing and executing a go to market strategy with our channel partners. This role requires a clear alignment of partner strategies with our broader business goals. You'll need to know OPSWAT’s products inside and out, have sharp sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You'll manage a mix of regional and/or global partners, utilizing our distribution network to boost overall territory partner contribution and partner-sourced revenue.
The Channel Account Manager will work closely with the region’s sales leadership team and key stakeholders to support our customer adoption through OPSWAT Partners. The ideal candidate will have strong existing channel partner sales experience and a close network of partner relationships – ideally decision makers within partner organizations.
Key performance indicators include achieving or exceeding partner sales goals - overall partners business revenue and partner sourced revenue - through partners assigned to your sales segment territory tied to Sales Leaders Account Executives within the segment.
Travel will be required according to the demand to support partner development, partner enablement, customer meetings, partner governance and pipeline generation activities as needed.
What You Will be Doing
- Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ.
- Pipeline Management: Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle.
- Co-sell Execution: Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with OPSWAT’s ANZ sales teams.
- Strategic Planning: Work closely with internal sales leadership and peer leadership teams to align strategies and initiatives. Develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories.
- Relationship Development: Cultivate strong relationships with partner organizations' sales, presales, and technical teams, as well as key decision-makers and influencers.
- Partner Practice Development: Collaborate with relevant OPSWAT functions to develop robust partner practice capabilities, including Partner Sales Enablement Plans.
- Performance Cadence: Lead business and quarterly planning/review sessions, serving as a key stakeholder and providing regular updates on channel performance to the leadership team.
What We Need from You
- 5+ years’ experience working with Channel and/or Distribution Partners.
- Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence.
- Experience working in the Technology sector with Network and/or security vendor experience.
- Excellent verbal and written communication skills.
- Desirable experience: quota carrying enterprise software sales experience.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Required profile
Experience
Other Skills
- Relationship Building
- Strategic Planning
- Presentations
- Social Skills
- Communication