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Fortanix · 1 week ago

Federal Channel Manager (Washington DC Area, Remote)

United States

Full-time

Remote

Senior Level

5+ years exp

Fortanix is a leader in data-centric cybersecurity for hybrid multicloud environments, utilizing advanced cryptography and encryption solutions. They are seeking a Federal Channel Sales Manager to lead channel recruitment, develop business plans with partners, and drive sales growth in the federal sector.

ComputerCyber SecuritySaaSSecurity

No H1B

U.S. Citizen Only

Responsibilities

Lead and overachieve channel recruitment, sales targets and growth

Be responsible for creating, developing, and managing to a joint business plan with assigned partners and sales regions

Be measured primarily on sales targets while demonstrating your ability to work across all levels within the target partner organization

Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with Federal channel partners and FSIs

Generate awareness/enthusiasm/drive among partner sales and engineering teams

Perform quarterly business reviews (QBR) with assigned partners

Assist with and monitoring and execution of planned field activities

Coordinate, administer, manage and/or deliver training for partner sales and technical staff

Develop and drive incentive programs to scale pipeline build and accelerate closing business through partners

Recruit/Enlist/Enable new reseller partners and integrators

Be required to do some travel

Qualification

Channel sales managementCybersecurity knowledgeBusiness acumenPartner recruitmentTraining deliveryCollaborationCommunicationProblem-solving

Required

We are looking for an exceptional sales/alliance professional who will be responsible for helping building and executing the company's Federal channel strategy and program

Demonstrated success building and managing a cybersecurity Federal reseller channel

Strong technical and business knowledge with complimentary skills to understand the channels business drivers

Minimum of 5 years of channel sales and management experience, with track record of exceptional achievement

Expertise triangulating channel and FSI partnerships for best experience and availability of solutions for end users

Bachelor's degree or equivalent

Desire to be part of and contribute to building a world-class channel program

Strong business acumen