Cyber Security Channel Manager
3 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 sales and revenue growth
- Build and maintain strong relationships with channel partners and sales teams
- Evangelize the XM Cyber value proposition and technology to the channel community
- Work closely with the sales teams of our channel partners to generate opportunities and close deals
- Manage the established distribution within the region and identify new opportunities for growth
- Develop and own joint go-to-market business plans with partners
- Proactively lead a joint go-to-market planning process that develops mutual performance objectives, financial targets, and critical milestones
- Drive adoption of and build execution plans for XM Cyber service-based propositions with MSSP partners
- Meet assigned targets for sales activities within your sales region
- Run regular QBR's 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 (oral and written) for communication of channel value proposition, business benefits, technology integration, product differentiators, and competitive benefits
- Deep knowledge of the cyber industry and the different go-to-market models that VAR and MSSP organizations use
- Strategic thinker with a view for building scalable business models
- Previous experience successfully building regional channel GTM within ANZ
- An understanding of key industry drivers and major technology vendors
- Ability to evangelise new technologies and ideas
- 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 some of the following security technology domains: 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
- An understanding of red teaming, penetration testing tools/techniques and threat hunting
- Exceptional presentation skills (oral and written) for communication of complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and an architecture that aligns to the client's ecosystem to the audience of different interests (e.g. CISO, architects, security analysis)
- Knowledge of some of the following technology domains: 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 the security controls an organisation can deploy to mitigate risk
- Knowledge of industry frameworks such as MITRE, NIST, OODA and Cyber Kill Chain
- 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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