Partner Relationship Development: Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.
Lead Generation and Conversion: Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
Lead Management: Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.
Relationship Nurturing: Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.
Strategy Execution: Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.
Pipeline Management: Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
Partner Events: Plan and execute regional partner events to foster relationships and drive business growth.
Account Mapping: Identify and map to accounts actively engaged by partners to maximize sales opportunities.
Business Plans: Develop comprehensive business plans for each region to achieve sales targets and objectives.
Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.
Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability.
AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace.
Key Partner Strategies: Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.
Marketing Fund Management: Oversee the management of partner marketing funds to drive joint marketing efforts effectively.

Requirements

Experience: Minimum of 5+ yrs of experience in Channel Sales or a related field
Travel: Willingness and ability to travel up to 50% of the time.
Channel Expertise: Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.
Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.
High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm.
Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.
Sales Tools: Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Benefits

Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.
Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities.
Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.
Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

Channel SalesLead GenerationLead ManagementPipeline ManagementAccount MappingBusiness PlansCompetitor MonitoringSales ReportingAWS Marketplace AlignmentPartner Marketing Management

Soft skills

CollaborationRelationship DevelopmentCommunication SkillsTeam PlayerHigh EnergyPresentation SkillsStrategic ThinkingNurturing RelationshipsExecutionTransparency