*This post was created on behalf of one of Bravado’s clients.
Our client is transforming digital access by providing advanced security solutions that protect organizations from cyber threats. The company specializes in passwordless, phishing-resistant, and Zero Trust Authentication technologies, designed to offer the highest levels of security for workforces, customers, and developers.
The platform's core capability is continuous risk-based authentication, which integrates security telemetry from a Zero Trust ecosystem. This approach ensures that only valid users and secure devices are granted or maintain access to critical resources, enhancing both security and user experience. Trusted by organizations like Snowflake, Cornell University, and World Wide Technology, its cloud-native platform supports zero trust strategies and helps defend against sophisticated cyberattacks. The platform offers FIDO2 certified multi-factor authentication (MFA) solutions, making it a key player in advancing secure, passwordless environments. To learn more about our client's offerings and stay updated with the latest developments, visit their website or follow them on LinkedIn, X (formerly Twitter), and YouTube.
Location: United States of America
Responsibilities:
- Act as the main point of contact for channel partners, ensuring smooth communication and relationship-building. Develop and maintain strong, long-term partnerships with resellers, distributors, and other channel partners.
- Drive sales performance through channel partners by setting targets and ensuring they meet or exceed them. Support partners in sales activities, from lead generation to closing deals, ensuring sales quotas are met.
- Provide partners with the necessary training and resources to effectively sell and support the company’s products or services. Develop and deliver educational materials, presentations, and product demos to ensure partners are well-equipped.
- Collaborate with partners to create co-branded marketing materials, campaigns, and promotions that align with company objectives. Ensure partners understand and leverage marketing resources to drive awareness and sales.
- Provide ongoing support to partners during the sales process, assisting with prospecting, proposals, and closing deals. Manage the sales pipeline within the partner ecosystem and ensure opportunities are being tracked and progressed effectively.
- Track and report on the performance of channel partners, including sales activity, revenue growth, and market penetration. Analyze partner performance data and provide feedback to both the partners and internal stakeholders to improve performance. Set performance targets for channel partners and monitor progress towards goals.
- Address and resolve any conflicts or issues that arise between the company and channel partners or among competing partners. Ensure fair treatment of all partners and protect the company's interests while maintaining strong relationships.
- Gather feedback from partners about market conditions, customer needs, and product feedback. Share market intelligence with the product and sales teams to influence product development and refine sales strategies.
- Work closely with the sales, marketing, and product teams to ensure alignment on goals and strategies. Serve as the voice of the partner community within the organization, advocating for their needs and aligning company initiatives with partner goals.
- Ensure partners adhere to company policies, agreements, and compliance standards. Manage the partner onboarding process and oversee the partner program to ensure all channel partners are operating within the company's guidelines.
Qualifications:
- Bachelor’s degree in business, marketing, sales, or a related field is typically required. An MBA or advanced business degree may be preferred but is not mandatory.
- 3–5 years of experience in account management, sales, or channel management, with a focus on managing partner relationships. Experience in the technology or SaaS industry is often preferred, but experience in other sectors like manufacturing or distribution is also valuable.
- Proven track record of working with channel partners (e.g., resellers, distributors, VARs) to achieve sales goals. Experience in B2B sales or partner sales management is highly desirable.
- Ability to build and maintain strong relationships with channel partners and key stakeholders. Experience in negotiating and managing partnership agreements, contracts, and performance expectations. Strong sales acumen with experience in managing sales pipelines and closing deals. Ability to train and enable partners to successfully sell and support products or services. Experience in creating and delivering sales training, product demos, and educational content.
- Excellent verbal and written communication skills for both internal and external interactions. Strong negotiation skills to secure favorable terms and drive sales outcomes.
- proficiency in using CRM software (e.g., Salesforce, HubSpot) to track sales activities, manage partner relationships, and report on performance. Familiarity with partner relationship management (PRM) tools and sales enablement platforms.
- Goal-oriented with a strong drive to meet and exceed sales targets.Proactive and self-motivated, capable of working independently and managing multiple priorities.
- Customer-focused, with a strong ability to understand client and partner needs and deliver solutions that meet their objectives. Team player who can work collaboratively with sales, marketing, and product teams to align strategies.
- Understanding of the partner ecosystem, especially within the technology, SaaS, or IT sectors.
- Certifications in sales management, channel management, or partner relationship management may be beneficial. Industry-specific certifications, such as Certified Channel Sales Professional (CCSP), can also be an asset.
_ _ _ _ _ _ _ _ _ _
What is Bravado?
Bravado is a community of sales professionals built for sales professionals by sales professionals. Whether you are actively looking for a new sales role or seeking career advice on how to hit quota, Bravado is your ultimate resource for anything sales related.
Why can’t I see the name of this specific company?
Bravado works with a plethora of companies specifically seeking to grow their sales teams, hence, there is a large range of active opportunities (just like this job posting!) available in our network. Once you join our community using the “apply now” button, you will be shown all available job opportunities that match your profile.
Why do I have to join Bravado to apply?
Sales professionals often get the short end of the stick, but Bravado is here to change that. Our onboarding process focuses on highlighting your unique sales skills and our internal algorithm will match you with the most relevant active job opportunities. Essentially, by applying to this one position through us, you will be considered for all others in the same job title category as well.
I want to work for Bravado!
That’s great! You can find our internal job postings here!
