OEM Channel Sales Manager at SparkCognition

| Austin
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SparkCognition is an award winning developer of enterprise scale AI solutions that allow organizations across industries to predict future outcomes, automate processes, and prevent cyber-attacks. We do this for some of the biggest brands in the business by allowing them to analyze, optimize, and learn from data, augmenting human intelligence and delivering a better, safer, and more sustainable bottom-line result. The company is venture backed, with a marquis client list, world class board of directors, and globally recognized advisors, and has experienced exceptional growth (CAGR 100%+) since its inception in 2013.
We are looking for an OEM Channel Sales Manager to build SparkCognition's Cyber Security OEM business for our DeepArmor Team. In this partner facing role, you must successfully manage and cultivate a variety of strategic OEM partner relationships. You will work closely with the Director of Business Development, Cybersecurity to drive a successful OEM strategy for growing both new logos as well as supporting current customers success and growth.
If you were already working for us, you would have:
  • Both the classic "hunter" and "farmer" skills required to navigate within a technology sales environment.
  • Prior experience in a quota-carrying position attaining specific revenue and MBO targets
    Innovative approach to the business who can create new opportunities
  • Proven success in comparable roles, developing strong OEM/Strategic Partner and Customer relationships which have led to sales success
  • Strong project/program management skills
  • Comfortable presenting to different audiences; partners, customers and business executives
  • Understanding of OEM software, and security business models and industry trends
  • 10+ years of Business Development/Partner Sales experience. Cyber Security background is ideal
  • Ability to be communicate well with business leaders, engineers and legal across sales, technical and contractual issues
  • Previous OEM experience/success and strong relationships in the industry and with Cybersecurity manufacturers
  • Experience of developing and growing OEM sales revenue and overachieving targets
  • Technically proficient and able to take complex scenarios and simplify to reach mutually agreeable contracts

You may be a fit for our team if you:
  • Have a bachelor's degree
  • Have 10+ years of experience (direct experience in Cybersecurity required)
  • Can establish credibility selling to the C level of Fortune 1000 companies
  • Develop relationships across all areas of the partner organization calling at multiple levels within the account: Business Management, Marketing, Product Development, Product Management, Security Team, Engineering, Finance, and Procurement along with any essential influencers
  • Manage both the planning and forecast of the business. Work directly with the Partners to develop an understanding on the business metrics and performance. Report findings weekly.
  • Communicate the areas and reasons where the forecast is deviating from expectations, both positive and negative. Establish strategies to improve essential metrics
  • Develop, grow and manage a pipeline of sales opportunities with strategic OEM Partners
  • Work across the consumer, enterprise, and other SparkCognition sales channels to help uncover new opportunities.
  • Maintain sound knowledge of the industry, trends and the competitive posture of SparkCognition and other industry leaders regarding software product offerings
  • Provide high impact presentations, effectively representing BlackBerry's business and value
  • Negotiate and close large and complex software contracts; integrate requirements by effectively balancing partner needs with our goals

**Travel Required as needed**
SparkCognition is an equal opportunity employer, dedicated to diversity, equality, and inclusion, and provides equal employment opportunities to all employees and applicants for employment. SparkCognition prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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Technology we use

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Location

Large 2022 renovated office space centrally located near the Arboretum in Austin, TX- including fully stocked beverage and snack areas!

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, employer HSA contribution, employer-paid STD & Life Insurance/AD&D, 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. We offer health & wellness benefits for local and remote employees through Twic, which provides a quarterly stipend and a marketplace with discounted partnership rates, featuring gyms, equipment and clothing companies, nutrition classes, and more.

As we are in a high-growth stage, we offer support and encouragement for employees' career development, including mentorship opportunities, online course subscriptions, an educational reimbursement program, and more.

To build a truly stellar team, we have a referral program that offers bonus incentives for employees who help us fill open job positions, including our "Hot Jobs" program which offers an increased bonus for high-priority roles.

We also offer employee equity, with the ability to purchase shares in the company.

We offer a dynamic workforce policy that is focused on the individual needs of our employees. Through this, we allow each employee to flex their work schedule as needed for important life events, while at the same time ensuring that the organization is supporting collaboration, communication, and a sense of being a part of a team. This also helps ensure we come together in support of those important components of our culture. We didn't just want to launch a hybrid work environment – we wanted to focus on *how* we work not on *where* we work. Our approach is focused on the dynamic environment of our world, at times our personal needs will warrant working from a home office and at times the business needs will require in-person interactions to ensure we retain a strong sense of team and collaboration as we work together on business initiatives.

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
We have a cross-departmental Culture Committee that ensures the company represents our values and mission. We also have an intranet committee, responsible for communicating info across departments.
Open door policy
Team owned deliverables
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
SparkCognition offers 3 health plans through Cigna, including a PPO, EPO, and HDHP. We also offer First Stop Health for telemedicine.
Life Insurance
SparkCognition offers group-term life insurance with a potential payout of 2X an employee's annual salary, up 20 $200,000 for the duration of employment.
Wellness Programs
We offer health & wellness benefits for local & remote employees through Twic, which provides a quarterly stipend & a marketplace with discounted partnership rates, featuring gyms, equipment, & more.
Mental Health Benefits
SparkCognition offers a unique service called First Stop Health Mental Health, which provides virtual counselor visits, and is free for employees and their dependents.
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.
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
We offer a dependent care FSA option.
Generous Parental Leave
We offer up to 12 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
Adoption Assistance
Our parental leave plan applies to adoptions.
Vacation & Time Off Benefits
Generous PTO
We believe strongly in rest & relaxation and encourage employees to utilize PTO. We offer a bank of 4+ weeks of PTO, sick days, and floating holidays.
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
We offer transportation and parking benefits for work-related travel.
Game Room
In our new office space, we have a dedicated recreational room with shuffleboard, ping pong, giant scrabble, board games, and video games. We also have a quiet reading room.
Stocked Kitchen
We offer in-office snacks and drinks, along with kitchen space and fridges for employees to bring their own snacks and food.
Some Meals Provided
Previously, we've had catered Friday lunches and Taco Tuesdays! As we move to a dynamic work environment, we will be assessing our lunch program again.
Happy Hours
In the new office, our recreational space will be set up for teams to host happy hours without having to go off-site.
Parking
Fitness Subsidies
We offer health & wellness benefits for local & remote employees through Twic, which provides a quarterly stipend & a marketplace with discounted partnership rates, featuring gyms, equipment, & more.
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
We offer a continued education program for specific Master's degrees in data science and computer science.
Online course subscriptions available

Additional Perks + Benefits

At SparkCognition, we continue to focus on adding and improving perks and benefits. Some of these include offering prorated PTO throughout the year, 401k matching, a technology subsidy for all employees, parental leave (up to 12 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 dynamic work model, and we are actively hiring remote employees nationwide.

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