Channel Partner Sales Manager
RemoteSanta Clara, Villa Clara Province, Cuba
Santa Clara, Villa Clara Province, CubaRemoteFull TimeSenior LevelTECHLarge
Full TimeSenior LevelLargeTECH
Job Summary
Develop channel sales pipelines by prospecting opportunities with systems integrators, MSPs, and distributors to drive net new bookings and incremental revenue. Evaluate customer requirements, create tailored solutions, and negotiate contracts to achieve quarterly quotas while managing the full sales process. Collaborate with presales teams to execute POCs and POVs, upsell existing accounts, and present strategies to multi-level stakeholders. Maintain partner satisfaction and develop strategic account plans to grow mindshare and business relationships within the security industry.
Required Qualifications
- 5-15 years' experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML) with deep relationships with channel partners and customer stakeholders
- Experience generating partner enabled sales opportunities
- Must have strong prospecting skills
- ability to build channel sales pipeline
- possess a strong track record of achieving quarterly channel sales quotas
- Ability to manage the sales process (MEDDPICC) and negotiate contracts
- Deep knowledge of the customer's requirements and security challenges
- Strong business acumen and ability to build channel partner and customer relationships
- Must be able to interpret and execute opportunities within complex organizations
- Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs
- Strong relationships with channel partners and system integrators
- Must possess excellent presentation skills
- Requires working knowledge of consultative sales methodologies, preferably MEDDPICC
- 3-5 years' experience with Salesforce and Clari
Desired Qualifications
- Results oriented, start-up mindset
- integrity
- confidence
- patience
- perseverance
- interpersonal skills
- self-awareness
- tech savvy
- financial acumen (business case/ROI)
- Skills: Cyber Security
- Account Management
- Consultative Selling
- Business Planning
- Communication
- Negotiation
- Product Knowledge
- Forecasting
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