Channel Account Manager ANZ

4 months ago

Sydney, Australia XM Cyber Full time

About The Position

XM Cyber is a continuous threat and exposure management solution that drives the most efficient remediation options for clients by continuously understanding all the ways that critical assets can be attacked. The technology turns the existing silo-based cyber security model on its head. It removes the big disconnect within end-user organisations where Security and IT teams have stopped working together as lists of CVEs and other exposures get longer and longer We are a SAAS based pre-ipo cyber security vendor that has the backing of the largest retailer in Europe thereby avoiding the challenges that many vendors have with Seed/PE/VC investments – we have a long-term vision for the industry, our company and allow our teams to think strategically.

XM Cyber is looking for an inspirational and experienced Channel Manager with a strong track record of building a channel for enterprise cyber security solutions.

You will evangelize the XM Cyber value proposition at all levels of our channel community and execute channel plans that drive success. The role will involve working closely with the sales teams of our channel partners to generate opportunities as well as being the face of XM Cyber and help our channel partner sell. 

You will apply strong domain experience in the enterprise security space, coupled with extensive experience building a channel from ground up to underpin the success and fuel the accelerated growth of XM Cyber.

We are looking for somebody who wants to proactively drive the business while thinking strategically to build repeatable business models with our partners. This is very much a front of house role.

This position will require travel throughout Australia and New Zealand.

Responsibilities

This is a hybrid role that assists the regional sales director in enabling, training, and managing the relationships and opportunities within the channel community. It also involves working with prospects to execute pre-sales activities when required. 

The day-to-day activities may involve preparations for customer and prospect meetings, presentations, scoping, and competitive positioning. Some of the other responsibilities are as follows. 

  • Manage the established distribution within the region
  • Work with regional sales leaders to identify and target VAR and MSSP partners which have good alignment with the XM Cyber GTM strategy.
  • Introduce XM Cyber value proposition to the channel partner organizations
  • Proactively use your network both direct and indirect to create early-stage partnership discussions that you can then manage through to full partnership agreement
  • Develop and own joint go to market business plans with partners
  • Create strategic relationships with key people in the target partner accounts, to maximize the joint go-to-market and revenue potential
  • Proactively lead a joint go-to-market planning process that develops mutual performance objectives, financial targets, and critical milestones
  • Drives adoption of and builds execution plans for XM Cyber service-based propositions with MSSP partners
  • Work as part of an integrated channel and sales team to direct activities aligned to the focus 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
  • Help partners succeed by helping pitch XM Cyber end users.

  • 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

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

Visa sponsorship for this role is currently not available.

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