OEM Channel Sales Manager

| 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 and minimum ten (10) years' experience (experience in Cybersecurity highly desirable)
  • 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**
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
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    • DemandbaseLead Gen
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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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