Dispel · 1 day ago

Channel Account Manager (US West)

Phoenix, AZ

Full-time

Remote

Mid Level

3+ years exp

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Cyber SecurityIdentity Management

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Responsibilities

Build and maintain strong relationships with targeted VAR's, Distributors, and MSSP's across the regional territory

Implement a comprehensive partnership sales strategy to achieve revenue targets and expand market reach

Develop and execute a strategy for recruiting new channel partners

Managing the pipeline within the region: Sales Forecasting, Net New Lead Generation, Upsell Opportunities, Deal Registration

Develop, track, report and manage partner and sales execution toward KPI's

Manage and report on partner sales training for the Dispel Learning Management System

Focus on strategic business initiatives as established by channel leadership

Meet or exceed channel pipeline and bookings targets

Provide ongoing support and training to partners to ensure they have the tools needed to succeed

Align with the marketing team to develop initiatives that drive partner engagement and lead generation

Align with sales to assist in closing deals with partnership support and advocacy

Attend conferences: booth manning, lead qualification, immediate follow up and initial meeting scheduling (by phone, email, and letter)

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Cybersecurity salesChannel relationshipsValue Added ResellersDistribution PartnersMSSP modelsSales ForecastingLead GenerationPartner trainingGoal oriented

Required

3-5 years of cybersecurity, OT/ICS, or other related sales experience focusing on building channel relationships.

Understands how to navigate the channel ecosystem: Value Added Resellers, Distribution Partners, and MSSP models within the United States.

Self-driven and good expedition behavior: when you hit a new city to set up for a conference on a weekend, you'll be eager to be there and pick up any task that needs doing next.

Outgoing: you're the one who makes friends with the person next to you in line for coffee.

Curious: we're working on new technologies that solve age-old problems. You'll want to learn how it was done before, what we're doing that's different, and question why (and if!) the way we do it is better.

Ability to convey complex cybersecurity and engineering topics into plain English (and other local lingos).

Strong listening: most of sales is not pushing a product. It's listening to what problems a client says they have, and coming up with a tailored, articulate way to solve their personal problem.

Goal oriented: Highly driven with a 'Get it done' attitude.

Want to travel: you'll be getting on planes. A lot. Sometimes to small towns in middle America for a sales conference, sometimes to far-flung places. Join the Navy, see the world.

Work well with small teams: as with all tech companies, there's a flat organization here. Be prepared to do different things.

Growth mindset: you'll be given tasks you don't think you can handle. And then you'll learn how to tackle them, and excel.