Cyber Security Channel Manager ANZ

4 weeks ago

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

XM Cyber is a pioneering threat and exposure management solution that empowers organizations to efficiently remediate vulnerabilities. Our innovative approach transforms the traditional cybersecurity model by fostering collaboration between security and IT teams. We are a SAAS-based cybersecurity vendor backed by a leading European retailer, allowing us to focus on long-term industry growth and strategic planning.

We are seeking an experienced and inspirational Channel Manager to spearhead our channel strategy for enterprise cybersecurity solutions in ANZ. As the face of XM Cyber, you will evangelize our value proposition to channel partners, execute channel plans, and drive success. Your expertise in building a channel from the ground up will be instrumental in fueling our accelerated growth.

This is a hybrid role that requires close collaboration with regional sales directors, channel partners, and prospects. Your day-to-day activities will involve preparing for customer and prospect meetings, presentations, scoping, and competitive positioning. Key responsibilities include managing established distribution, identifying and targeting VAR and MSSP partners, introducing XM Cyber's value proposition, and developing joint go-to-market business plans.

Key Responsibilities:

  • Manage established distribution within the region
  • Work with regional sales leaders to identify and target VAR and MSSP partners
  • Introduce XM Cyber's value proposition to channel partner organizations
  • Proactively use your network to create early-stage partnership discussions
  • Develop and own joint go-to-market business plans with partners
  • Create strategic relationships with key partners to maximize joint go-to-market and revenue potential
  • Lead joint go-to-market planning processes to develop mutual performance objectives and financial targets
  • Drive adoption of XM Cyber service-based propositions with MSSP partners
  • Work with the 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 execute jointly agreed business plans

Requirements:

  • 10+ years' experience in the IT industry with at least 5 years in a channel sales role within the cybersecurity market
  • Exceptional presentation skills for communicating channel value proposition, business benefits, technology integration, product differentiators, and competitive benefits
  • Deep knowledge of the cybersecurity industry and go-to-market models used by VAR and MSSP organizations
  • Strategic thinker with a view for building scalable business models
  • Previous experience building regional channel GTM within ANZ
  • Understanding of key industry drivers and major technology vendors
  • Ability to evangelize new technologies and ideas
  • 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 is an advantage
  • Understanding of red teaming, penetration testing tools/techniques, and threat hunting
  • Exceptional presentation skills for communicating complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and architecture
  • 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 the region, as needed
  • Experience in risk assessment, risk management, and risk consulting
  • Experience in security incident & event management

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