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Channel Account Manager
2 weeks ago
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world's critical infrastructure and securing our way of life.
**The Position**
Based in Australia, this role will report to the RSD for ANZ.
This role is focused on growth of sales and revenue by developing and executing a go to market strategy with our channel partners. This role requires a clear alignment of partner strategies with our broader business goals. You'll need to know OPSWAT's products inside and out, have sharp sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You'll manage a mix of regional and/or global partners, utilizing our distribution network to boost overall territory partner contribution and partner-sourced revenue.
Key performance indicators include achieving or exceeding partner sales goals - overall partners business revenue and partner sourced revenue - through partners assigned to your sales segment territory tied to Sales Leaders Account Executives within the segment.
Travel will be required according to the demand to support partner development, partner enablement, customer meetings, partner governance and pipeline generation activities as needed.
**What You Will be Doing**
- Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ.
- Pipeline Management: Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle.
- Co-sell Execution: Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with OPSWAT's ANZ sales teams.
- Strategic Planning: Work closely with internal sales leadership and peer leadership teams to align strategies and initiatives. Develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories.
- Relationship Development: Cultivate strong relationships with partner organizations' sales, presales, and technical teams, as well as key decision-makers and influencers.
- Partner Practice Development: Collaborate with relevant OPSWAT functions to develop robust partner practice capabilities, including Partner Sales Enablement Plans.
- Performance Cadence: Lead business and quarterly planning/review sessions, serving as a key stakeholder and providing regular updates on channel performance to the leadership team.
**What We Need from You**
- 5+ years' experience working with Channel and/or Distribution Partners.
- Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence.
- Experience working in the Technology sector with Network and/or security vendor experience.
- Excellent verbal and written communication skills.
- Desirable experience: quota carrying enterprise software sales experience.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
