MSSP Channel Account Manager at SparkCognition

| Austin
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SparkCognition catalyzes sustainable growth for our clients throughout the world with proven artificial intelligence (AI) systems, award-winning machine learning technology, and a multinational team of AI thought leaders. Our clients are trusted with advancing lives, infrastructure, sustainability, and financial systems across the globe. They partner with SparkCognition to understand their industry's most pressing challenges, analyze complex data, empower decision-making, and transform human and industrial productivity with scalable AI solutions to solve the problems that matter most. With our leading-edge artificial intelligence products and solutions, our clients can adapt to a rapidly changing digital landscape, accelerate their business strategies, and reduce environmental impact creating a better, smarter, and more sustainable world.
We are looking for an MSSP Channel Sales Manager. This role will report to the Director for Business Development, Cybersecurity on our DeepArmor Team. This individual will support partner recruitment, onboarding, management and Go To Market activities as well as work with Field Sales to drive pipeline and revenue. They will be expected to have proven experience in and be able to support their Partner base with solution selling to build this expertise on an ongoing basis.
Our ideal candidate will command a deep understanding of the cybersecurity industry, the Channel ecosystem, and how to work with their partner base to increase pipeline and drive those deals to closure. Candidates have a proven record in driving growth with mutual partners such as Strategic Alliances, National Partners, MSSPs, and/or Regional Partners. Previous experience in the Endpoint/EDR space a plus, but not required.
If you were working for us today, here is what you would do:

  • Identify, recruit and/or grow new and existing Partners to increase adoption and sale of SparkCognition technology.
  • Build positive working relationships with partners to ensure smooth partner services.
  • Coordinate with partners to identify new business opportunities for revenue generation.
  • Assist in Go To Market activities where required including Trade Shows, webinars, and other events.
  • Educate partners on product portfolio and complimentary services offered.
  • Work with partners to conduct product presentations to end-users.
  • Provide proposals, quotations, and pricing to partners.
  • Analyze sales contracts with respect to legal and financial perspectives.
  • Develop a profitable business model based on market trends, competitor activity, and Partner's specific routes to market.
  • Implement sales programs for product positioning and promotions.
  • Ensure that partners are up-to-date with product information.
  • Introduce new products and their features to partners.
  • Conduct business reviews with partners and recommend improvements.
  • Accurately forecast sales and complete partner and customer data in Salesforce.

You may be a fit for our team if you have:

  • 7+ years of experience developing and leading complex partner relationships. (with strong preference for experience in IT Sales, Security Software, Infrastructure.
  • Extensive understanding of and experience with MSSPs and VARs and what Go To Market strategies work best with each
  • Experience in sales, marketing, strategy, and program management in technology including channel sales, distribution
  • A disciplined and accountable work style
  • A tendency to work with a Partner's needs in mind and work backward from there to achieve mutual success
  • Business/Corporate Development experience running all aspects of strategic transactions.
  • Experience collaborating with all areas of business from engineering, sales, and marketing to C-level
  • Excellent verbal and written communication skills
  • Strong persuasive skills and ability to influence decision-makers
  • Expert knowledge and understanding of all business development activities
  • Proven track record in enabling and increasing Partner revenue
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • PythonLanguages
    • HadoopFrameworks
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • Adobe XDDesign
    • Adobe InDesignDesign
    • Adobe After EffectsDesign
    • Adobe PremiereDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS
    • SalesforceCRM
    • PardotEmail
    • DemandbaseLead Gen
    • PardotLead Gen

Location

Our office is located near the Domain and the Arboretum in Northwest Austin. Plenty of restaurants, shopping centers, gyms, and grocery stores nearby.

What are SparkCognition Perks + Benefits

SparkCognition Benefits Overview

SparkCognition offers a combination of benefits + perks that align with our brand and culture. This includes: competitive medical benefits, HSA contribution, employer paid STD & Life Insurance, 401k match, 4+ weeks of PTO, and parental leave. In addition we strive for our team to be active in our communities and to focus on leading supportive and healthy lifestyles. As we are in a high-growth stage, we offer support and encouragement for employees' career development, including mentorship opportunities, online course subscriptions, and more.

Culture
Volunteer in local community
SparkCognition participates in local volunteer activities, most notably with Austin Sunshine Camps.
Friends outside of work
Eat lunch together
Intracompany committees
SparkCognition has a cross-departmental Culture Committee that ensures the company represents our values and mission. They plan events, launch initiatives, and represent the employees of the company.
Open door policy
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
SparkCognition offers group-term life insurance with a potential payout of 2X an employee's annual salary for the duration of employment.
Wellness Programs
SparkCognition's current health and wellness program provides a Lifetime gym stipend to all employees of SparkCognition.
Mental Health Benefits
SparkCognition offers a unique service called First Stop Health. This is a company that puts mental health resources front and center for our employees.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
SparkCognition's 401(k) retirement plan matches 50% of an employee's contribution up to 6% of their annual base salary, with a 3-year vesting schedule for matched contributions.
Company Equity
SparkCognition offers stock options for all employees as a part of the incentive package, including vesting over a four-year period.
Child Care & Parental Leave Benefits
Generous Parental Leave
We offer up to 10 weeks of parental leave.
Flexible Work Schedule
SparkCognition offers flexible schedules, allowing each employee to work with their team to determine hours.
Remote Work Program
Our post-pandemic return to office policy will allow employees and their managers to work together and determine if their role will be fully remote, a hybrid work model, or fully in-office.
Family Medical Leave
Vacation & Time Off Benefits
Generous PTO
No matter what time of the year a new employee joins, we believe strongly in rest & relaxation and encourage employees to utilize flexible PTO.
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Free Daily Meals
Catered Friday lunches and Taco Tuesdays!
Game Room
Stocked Kitchen
Some Meals Provided
Parking
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Online course subscriptions available

Additional Perks + Benefits

At SparkCognition, we're been focused on adding and improving perks and benefits. Some of these include offering prorated PTO throughout the year, 401k matching, a cell phone subsidy for all employees, parental leave (up to 10 weeks), and a choice between Mac or PC work laptops. Additionally as we look to return to the office, we are offering all employees a hybrid or fully remote work model, and we are actively hiring remote employees nationwide.

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