Channel Manager, West

At AlgoSec, what you do matters! 

Over 2,200 of the world’s leading organizations trust AlgoSec to help secure their most critical workloads across public cloud, private cloud, containers, and on-premises networks.  

Join our global team, securing application connectivity, anywhere.  

We are the leader in hybrid, multi-cloud cybersecurity for secure application connectivity in a hybrid world. Our AI-driven platform provides visibility, real-time threat detection, and compliance automation for enterprise customers. With strong market traction, year on year ARR growth and profitable, we are entering a high-growth phase as we go deeper into cloud and looking for a proven sales engineer to scale revenue and expand our go-to-market reach globally.  

Reporting to: RVP, Americas 

Location: West Coast, US

Direct employment 

Responsibilities:

• Develop and lead our strategic channel program for a defined geographic territory in US and Canada. 
• Responsible for partner-initiated deal registrations, sales and revenue (ARR) growth and KPI attainment for a defined set of “Champion Partners” in US and Canada. 
• Serve as the main point of contact for Champion Partners to educate and certify their sales teams and solution architects, with an emphasis on AlgoSec’s secure application connectivity, in a hybrid vision powered by our Horizon and ACE (AlgoSec Cloud Enterprise) platform  
• Partner with our Regional VP of Sales to develop a strategy for sales rep mapping of partners sales teams and our Regional Sales Managers, and opportunity mapping to drive partner-initiated pipeline. 
• Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs. 
• Identify and develop Channels that are eligible for our Channels Plus Professional Services program. 
• Set and manage joint engagement, marketing programs, MDF investment and opportunity development to ensure best ROI on Partner lead activities and investments. 
• Drive collaboration with relevant stakeholders to ensure alignment and execution to drive strategic objectives. 
• Develop a deep understanding of our partners’ strategy, business and interests, represent AlgoSec’s strategy and vision, to identify shared objectives, cultivate partnership strength and innovation and foster growth. 
• Liaison and communicate with our marketing, project management, product team, etc. 
• Stay on top of market trends and technology related to the solutions in our industry. 
• Attend industry events and trade shows to engage with our customers and partners. 
• Work closely with the sales department on how to improve channel efficiency and effectiveness 
• Execute a high level of weekly activity consisting of cold calling, appointments and demonstrations that drive partner-initiated opportunities through sales rep and opportunity mapping. 
• Develop and secure corporate partnerships through in-person meetings. Up to 50% travel is expected. 

Requirements:

• At least 10 years of experience in channel development. 
• Preferably in a software related IT/security environment, working with complex products and enterprise customers. 
• Existing relationships with national resellers such as Presidio, Optiv, GuidePoint, WWT, CDW etc, as well strategic alliances with Cisco, AWS, Microsoft Azure, Google CloudP, Palo Alto, Checkpoint in the Security and Cloud Security industries. 
• Dynamic and proactive with excellent interpersonal skills. 
• Operates well under-pressure as well as being results oriented. A “Can-Do” personality. 
• Impeccable written and verbal communication skills. 
• Adaptability: Demonstrates persistence to overcome obstacles. Fast learner and works well independently. 
• Performs well in a matrix management environment. 
• Thrives in a multi-tasking environment and can adjust priorities on-the-fly. 
• Ability to see the broader view, though detail oriented and analytical. 
• Self-starter with high level of integrity. 

Advantages: 

• Preferably in a software related IT/security environment, working with complex products and enterprise customers. 

A reasonable estimate of the OTE for this role, at the time of posting, is $180,000 - $220,000. Final offer may vary based on experience, skills, location, and certifications. If your expectations differ, we still encourage you to apply. 

AlgoSec is an Equal Opportunity Employer (EEO), committed to creating a friendly, diverse and inclusive company culture.