Channel Account Manager ANZ

7 days ago

Sydney, New South Wales, Australia XM Cyber Full time
About XM Cyber

XM Cyber is a pioneering continuous threat and exposure management solution that revolutionizes the way organizations approach cyber security. Our innovative technology empowers clients to efficiently remediate threats by continuously understanding all potential attack vectors. We're a SAAS-based pre-IPO cyber security vendor backed by the largest retailer in Europe, allowing us to focus on long-term industry vision and strategic growth.

About the Role

We're seeking an inspirational and experienced Channel Manager to join our team. As a key member of our channel community, you'll be responsible for evangelizing the XM Cyber value proposition and executing channel plans that drive success. You'll work closely with our sales teams to generate opportunities and be the face of XM Cyber, helping our channel partners sell our solutions.

Key Responsibilities
  • Manage established distribution within the region
  • Work with regional sales leaders to identify and target VAR and MSSP partners aligned with our GTM strategy
  • Introduce XM Cyber value proposition to channel partner organizations
  • Proactively use your network to create early-stage partnership discussions and manage them through to full partnership agreement
  • Develop and own joint go-to-market business plans with partners
  • Create strategic relationships with key people in target partner accounts to maximize joint go-to-market and revenue potential
  • Lead a joint go-to-market planning process to develop mutual performance objectives, financial targets, and critical milestones
  • Drive adoption of and build execution plans for XM Cyber service-based propositions with MSSP partners
  • Work with an integrated channel and sales team to direct activities aligned to focus partners
  • Meet assigned targets for sales activities within your sales region
  • Run regular QBRs with focus channel partners to track and continue execution of jointly agreed business plans
  • Help partners succeed by helping pitch XM Cyber end users
Requirements
  • 10+ years' experience working in the IT industry with at least 5 years in a channel sales role within the cyber security market
  • Exceptional presentation skills for communication of channel value proposition, business benefits, technology integration, product differentiators, and competitive benefits
  • Deep knowledge of the cyber industry and different go-to-market models used by VAR and MSSP organizations
  • Strategic thinker with a view for building scalable business models
  • Previous experience successfully building regional channel GTM within ANZ
  • Understanding of key industry drivers and major technology vendors
  • Ability to evangelize new technologies and ideas
  • Work with partner resources to arrange and execute high-impact demos, value-focused proof of concepts, and client workshops
  • Previous experience working in a start-up environment and building a channel from the ground up is essential
  • High-level knowledge of security technology domains such as EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, Firewalls, and PAM
  • A passion for ongoing industry education, including recent breaches
  • Direct end-user sales experience an advantage
  • Understanding of red teaming, penetration testing tools/techniques, and threat hunting
  • Exceptional presentation skills for communication of complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and architecture that aligns to the client's ecosystem
  • Knowledge of technology domains such as EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, ITSM, CMDB, Firewalls, and PAM
  • Knowledge of cloud architecture and controls within AWS, Azure, and GCP
  • Broad knowledge of security controls an organization can deploy to mitigate risk
  • Knowledge of industry frameworks such as MITRE, NIST, OODA, and Cyber Kill Chain
Additional Qualifications
  • Language Skills: English
  • Ability to travel regularly within this region, as needed
  • Experience in risk assessment, risk management, and risk consulting
  • Experience in security incident & event management

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