As a Channel Account Manager at Dispel, you will drive Dispel’s future growth by building relationships with channel partners in your region. You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the partner organization. You have experience working with partners whose customer base includes: mid-market and enterprise companies; and local/state government. You have an in-depth understanding of the long buyer journey and can lead a complex, multi-quarter sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping partners deliver the Dispel value proposition. Finally, you enjoy building – you like to actively participate in the development of our channel growth strategy and partner enablement within a fast paced start up. If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!You will
Build and maintain strong relationships with targeted VAR's, Distributors, and MSSP's across the regional territory.
Implement a comprehensive partnership sales strategy to achieve revenue targets and expand market reach.
Develop and execute a strategy for recruiting new channel partners.
Managing the pipeline within the region: Sales Forecasting, Net New Lead Generation, Upsell Opportunities, Deal Registration
Develop, track, report and manage partner and sales execution toward KPI's.
Manage and report on partner sales training for the Dispel Learning Management System.
Focus on strategic business initiatives as established by channel leadership.
Meet or exceed channel pipeline and bookings targets.
Provide ongoing support and training to partners to ensure they have the tools needed to succeed.
Align with the marketing team to develop initiatives that drive partner engagement and lead generation.
Align with sales to assist in closing deals with partnership support and advocacy.
Attend conferences: booth manning, lead qualification, immediate follow up and initial meeting scheduling (by phone, email, and letter)
Requirements
3-5 years of cybersecurity, OT/ICS, or other related sales experience focusing on building channel relationships.
Understands how to navigate the channel ecosystem: Value Added Resellers, Distribution Partners, and MSSP models within the United States.
Self-driven and good expedition behavior: when you hit a new city to set up for a conference on a weekend, you'll be eager to be there and pick up any task that needs doing next.
Outgoing: you're the one who makes friends with the person next to you in line for coffee.
Curious: we're working on new technologies that solve age-old problems. You'll want to learn how it was done before, what we're doing that's different, and question why (and if!) the way we do it is better.
Ability to convey complex cybersecurity and engineering topics into plain English (and other local lingos).
Strong listening: most of sales is not pushing a product. It's listening to what problems a client says they have, and coming up with a tailored, articulate way to solve their personal problem.
Goal oriented: Highly driven with a "Get it done" attitude.
Want to travel: you'll be getting on planes. A lot. Sometimes to small towns in middle America for a sales conference, sometimes to far-flung places. Join the Navy, see the world.
Work well with small teams: as with all tech companies, there's a flat organization here. Be prepared to do different things.
Growth mindset: you'll be given tasks you don't think you can handle. And then you'll learn how to tackle them, and excel.
BenefitsSalary range is salary + on target commission (OTE) + incentives.This is an uncapped commission role.
Health Care Plan (Medical, Dental & Vision)
Retirement Plan (401k + Matching)
Life Insurance (Basic, Voluntary & AD&D)
Paid Time Off (Vacation, Sick & Public Holidays)
Family Leave (Maternity, Paternity)
Short Term & Long Term Disability
Training & Development
Work From Home