Cyber Security Channel Manager
4 days ago
XM Cyber is a pioneering cyber security company that offers a continuous threat and exposure management solution. We are seeking an experienced Channel Manager to join our team and drive the growth of our channel community in the ANZ region.
Key Responsibilities- Develop and execute channel plans to drive success and fuel the accelerated growth of XM Cyber.
- Work closely with sales teams of channel partners to generate opportunities and evangelize the XM Cyber value proposition.
- Manage established distribution within the region and identify and target VAR and MSSP partners aligned with our GTM strategy.
- Introduce XM Cyber's value proposition to channel partner organizations and proactively use your network to create early-stage partnership discussions.
- Develop and own joint go-to-market business plans with partners and create strategic relationships with key people in target partner accounts.
- Lead a joint go-to-market planning process that develops mutual performance objectives, financial targets, and critical milestones.
- Drive adoption of XM Cyber service-based propositions with MSSP partners and work as part of an integrated channel and sales team to direct activities aligned to focus partners.
- Meet assigned targets for sales activities within your sales region and run regular QBRs with focus channel partners to track and continue execution of jointly agreed business plans.
- 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 and previous experience successfully building regional channel GTM within ANZ.
- Ability to evangelize new technologies and ideas and work with partner's 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.
XM Cyber offers a dynamic and challenging work environment with opportunities for professional growth and development. We are a SAAS-based pre-IPO cyber security vendor with the backing of the largest retailer in Europe, offering a long-term vision for the industry, our company, and our teams.
We are looking for a highly motivated and experienced Channel Manager who is passionate about building a channel community and driving the growth of XM Cyber in the ANZ region. If you are a strategic thinker with a view for building scalable business models and have a strong track record of building a channel for enterprise cyber security solutions, we encourage you to apply for this exciting opportunity.
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