Channel Sales Manager – East Coast

Location : Remote

(Preferred locations : NY, Boston, Atlanta but open to other east coast cities nearby major airports)

SpyCloud is the leader in account takeover (ATO) prevention, protecting billions of consumer and employee accounts either directly or through product integrations. Our award-winning solutions proactively defeat fraud attempts and disrupt the criminals’ ability to profit from stolen information.

SpyCloud is searching for a Channel Sales Manager, East Coast to establish and nurture channel relationships within the designated geography. The ideal candidate is a seasoned team player with excellent cross-functional teaming and influencing skills, and a deep understanding of diverse channel partner types. The candidate is also an exceptional communicator and relationship-builder, with an outstanding track record of results and relationships with relevant channel partners.

This role requires a unique combination of channel partner management skills including a strong

balance of business strategy & partner GTM execution, program oversight, cross-geography coordination and communication, project management skills and results measurement.

You must be comfortable engaging with partner sales teams to drive them to build pipeline and engage with our product portfolio.

Key Responsibilities:

• Develop, maintain, and strengthen business relationships with assigned partners.
• Identify and target new in-region partners; recruit, train, and on-board new partners.
• Communicate SpyCloud solutions and services and work with Sales Executives, Marketing, and Product Training to ensure partners are fully aware of SpyCloud capabilities and differentiators.
• Clearly articulate the key drivers and value points for partner decision makers that lead to partner adoption of and loyalty to SpyCloud services.

• Attend sales calls with partners, as requested, to explain the SpyCloud value proposition.
• Drive pipeline creation.
• Understand each partner’s areas of focus, identify ways to help their business grow together with SpyCloud.
• Execute on partner objectives set by partner and regional management including quota retirement.
• Measure and report on success of assigned partners.
• Adhere to and support the global partner program guidelines, rules, and measures
• Assist as needed in the development of required support materials for the program, including sales kits and marketing programs.

Required Skills and Experiences:

• 8+ years of a mix of sales and cyber security experience.
• 5+ years channel sales experience with accountability for partner led bookings and revenue targets.
• Solid understanding of cyber security concepts and technologies related to account take over (ATO).
• Demonstrated proficiency in multi-level channel selling environments; must be familiar with how solutions are sold and fulfilled through the channel, and how distributors provide services to resellers and value to the chain.
• Experience with Federal channel desired, but not required.
• Excellent written and verbal communication skills, ability to translate technology features into business benefits.
• Strong analytical and problem-solving skills.
• Strong initiative and ability to work remotely in a self-directed environment.
• Organization and prioritization skills, and ability to multi-task in a dynamic environment.
• Proficiency in Salesforce.com and G-Suite products.
• Post-COVID ability to travel 50-75% of the time. In the meantime, proficiency in Zoom and other UCaaS platforms.
• Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment.
• Bring energy and passion to the role.
• Bachelor’s degree or equivalent work experience.