Director of Customer Success
Surgical Science
Channel Account Manager
Abnormal Security
full-time
Posted on:
Origin: • 🇩🇪 Germany
Visit company websiteJob Level
SeniorLead
About the role
- Meet and exceed partner-sourced pipeline and booking targets (New Business Meetings, pipeline $ goals, % of total pipeline and bookings that are partner-sourced)
- Work with channel and sales leadership to identify, target, recruit and develop national partners, regional partners, and MSSPs
- Develop go-to-market strategy and Partner Account Plans with top partners including sales, marketing, and certification goals
- Put together channel enablement plans for sales and technical teams
- Create demand generation strategy with key partners alongside channel marketing to drive customer demand in territory
- Coordinate with regional sales teams to map prospects to the right partners to create measurable partner-sourced pipeline
- Regular interaction with partner principals, executives, and sales management at existing and prospective partners
- Drive alignment between Abnormal Field Leadership and key partner regional leaders
- Write and distribute Partner Win Wires monthly to maintain and gain partner mindshare
- Ensure Abnormal-sourced opportunities are brought to Focus Partners
- Conduct regular sales training presentations with partner sales teams to ensure product and services understanding
- Work with Marketing to drive partner marketing programs and ensure ROI
- Assist with driving pipeline, sales qualification, and closing of business
- Develop and execute regional strategy for recruiting new channel partners as needed
- Maintain up-to-date knowledge of Abnormal Security's competitive positioning
- Oversee relationship building and account mapping between Abnormal sales organization and partners
- Take responsibility for National Partner relationships and organize enablement, org mapping, and executive relationship building
- Become a Subject Matter Expert on channel topics and share best practices with other CAMs
- Develop expertise in Partner Program Operations and take active leadership role in implementation
- Serve as a trusted advisor to senior Sales and SE leadership for territory-related matters
Requirements
- 15+ years of success leveraging channel partners to drive growth and sales productivity
- Strong sales DNA and track record of partner-led pipeline and bookings
- Strong relationships with information security channel partners in the region including National and regional partners
- Highly analytical and detail oriented
- Strong written and verbal communication and presentation skills
- Ability to apply a channel methodology and develop Partner Account Plans
- Ability to recruit and onboard new partners and run channel-marketing events
- Strong follow-through to convert trainings and demand generation sessions into pipeline
- Conflict resolution skills between partners, reps, and customers
- Organizational skills; quick to respond to inquiries and prevent tasks from falling through the cracks
- Grit; ability to find success in an early-stage environment
- Ability to leverage Sales Engineering, Marketing, BDRs, Product and Customer Success teams
