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Partner Account Manager

 

Overview

Our Client is seeking a Partner Account Executive that will be responsible for helping build and grow revenue through their Reseller and Managed Service Provider channels. They are looking for an individual that wants to join a startup where they can roll up their sleeves and help us grow our programs and drive early adopters. Specifically, this person must have a track record managing partners, building a pipeline, delivering results against a quota, developing scalable resources, working across teams, and building productive partner relationships.

 

Requirements

  • Experience selling to Director, VP, and C-level executives

  • Experience managing and closing complex sales-cycles using solution selling techniques

  • Skilled in virtual presentations, online web demos, remote sales processes

 

We’d love to see

  • Strong relationship building skills and business acumen with an ability to convey and relate ideas to others

  • Able to build and maintain lasting relationships with partners and customers

  • Excellent communication and highly developed interpersonal skills with strong ability to work collaboratively across the organization

  • Ability to deal with ambiguity and make decisions with incomplete information

  • Proficiency using CRM software

  • Experience working in high growth technology start-up or incubation businesses of larger organizations Requirements

  • University or college degree in Business, Marketing, or an acceptable combination of education and experience

  • 5+ years of successful Direct or Channel Sales experience within an Enterprise Software Company and/or preferably with a SaaS or Security company

  • Experience working in a high growth technology start-up preferred

  • Track record of carrying and achieving assigned quota

  • Willingness to travel to partner sites and to attend events as needed (Approximately 20-50% of the travel time required)

  • Track record of working within a Channel Sales environment, either at a company with a 100% Channel sales model or at a Partner or Reseller selling Security Solutions

  • Consistent track record of success with $500k+ quota

 

Responsibilities 

  • Develop New Partners

  • Actively recruit “the right” Security Resellers and Channel Partners

  • Communicate the value proposition to each partner and get them excited about working with the Company

  • Train and onboard partner AEs, SEs, and Security consultants

  • Prospect into cold accounts using outbound and social techniques

  • Sell Through Established Partner Channels

  • Aggressively build and manage the pipeline of end customer opportunities resulting from our partner activity, and consistently maintain an accurate forecast

  • Build a territory plan with committed partners that maximizes revenue, and builds partner and customer satisfaction

  • Develop and drive joint marketing activities with top tier partners

  • Be an ambassador and represent the Company in relevant events, public speaking opportunities, trade shows, and customer/partner forums

  • Capture and communicate market intelligence, best practices, and partner feedback

  • Be an expert on the Company's products and help your partners effectively sell new/existing customers

 

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Our Company is committed to the principles of equal employment. We are committed to complying with all federal, state, and local laws providing equal employment opportunities, and all other employment laws and regulations. It is our intent to maintain a work environment which is free of harassment, discrimination, or retaliation because of sex, gender, race, religion, color, national origin, physical or mental disability, genetic information, marital status, age, sexual orientation, gender identity, military service, veteran status, or any other status protected by federal, state, or local laws. The Company is dedicated to the fulfillment of this policy in regard to all aspects of employment, including but not limited to recruiting, hiring, placement, transfer, training, promotion, rates of pay, and other compensation, termination, and all other terms, conditions, and privileges of employment.