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 & Tools

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

Soft Skills

CollaborationRelationship DevelopmentCommunication SkillsTeam PlayerHigh EnergyPresentation SkillsStrategic ThinkingNurturing RelationshipsExecutionTransparency