Veza

Channel Business Manager

Veza

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Job Level

SeniorLead

Tech Stack

AWSCloudVMware

About the role

  • Responsible for overall business and joint GTM with strategic reseller partners to amplify velocity and maximize market adoption
  • Strong focus on revenue growth and joint solution creation for GTM effectiveness
  • Create relationships and garner mind share across the Northeast region
  • Serve as the primary point of contact for channel partners and build champions and successful partner relationships
  • Develop and maintain strategic business plans for each partner to drive mutual growth
  • Build and maintain CxO relationships with senior executives of partners
  • Create and execute partner enablement programs to ensure technical and sales readiness
  • Monitor partner performance metrics and provide regular reporting on partnership health
  • Identify and capitalize on new revenue opportunities within the partner ecosystem
  • Collaborate with partners to develop joint go-to-market strategies
  • Drive partner-sourced and partner-influenced pipeline growth
  • Facilitate deal registration and opportunity management processes
  • Conduct training sessions for partner sales teams on product offerings and value propositions
  • Support partners in complex sales cycles and technical discussions
  • Work closely with field sales organizations to maximize synergy and go-to-market success
  • Advocate for partners within Veza and align with Partner Engineering on enablement plans

Requirements

  • 7+ years of industry experience with a majority in channel management
  • Effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption
  • Measurable track record in new business development and overachieving sales targets
  • Ability to grow partner revenue, pipeline development, and increase deal registration volume and conversion rates
  • Experience in early stage companies and ability to adapt quickly in high-growth environments
  • Strong understanding of security or identity and access management solutions
  • Excellent relationship management and negotiation abilities
  • Strategic thinking and business planning capabilities
  • Outstanding written and verbal communication skills
  • Project management and organizational expertise
  • Deep understanding of identity security landscape and market trends
  • Familiarity with identity governance, privileged access management, and authentication solutions
  • Knowledge of cloud security and zero trust architectures
  • Understanding of partner business models and channel economics
  • Experience crafting, onboarding, and developing complex partnerships and joint business plans
  • Financial modelling skills for business case development and ROI
  • Ability to conduct events, seminars, and sales enablement workshops
  • Ability to travel ~50%
  • Preferred: Experience working with GuidePoint Security and/or Defy Security
  • Preferred: Existing relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA