Channel Sales Manager ? Western Region

Our client, a leading vendor of information security products, is seeking a Channel sales Manager for its Eastern Channel Sales region, preferably within commuting distance of the San Francisco Bay area region.

Responsibilities

·                     Develop and manage all aspects of the reseller partnerships that are key to the growth of the company.

·                     Manages alliance partner relationships including executive-level contacts, new business development, and resolution of field, product development and other day-to-day issues.

·                     Developing Go-to-market programs with the partner field organization, identifying/negotiating/closing reseller and OEM deals, and driving revenue opportunities in the field.

·                     Develops joint marketing and promotional programs with alliance partners to ensure market success of products.

·                     Conducts business development of new alliance agreements with technology partners that enable customer-focused solutions and extend market and technology leadership.

?       Leverage existing technology relationships with major equipment Manufacturers to target Large Account Resellers and System Integrators for partner recruitment and joint sales activities.

?        Recruit and achieve resell agreements with Value Added Resellers of Microsoft, Oracle and Storage Manufacturers that focus on sales of Database and Storage Security solutions.

?        Build a pipeline of opportunities by partner and provide weekly updates to SalesForce.com and forecasts to upper management.

Skills & Requirements

·                     Ability to understand, communicate and execute corporate objectives internally and externally, handle multiple activities within a deadline, communicate with a wide range of audiences (including customers, technology partners, analysts, etc.), and distinguish between and understand the needs of various stakeholders including customers, field teams, channel partners, and technology partners.

·                  Technical Knowledge: IP Network Security, including Firewalls, IDS, IPS, VPN, Virtualization, SSL.

·                     Capable of developing and articulating coherent product and alliance strategies based on complex industry trends, customer needs, and technology partner requirements.

·                     5+ years experience in Alliances/OEM for a leading network security OEM or ISV desired

·                     Bachelor?s degree from a top tier school; MBA preferred - Very strong oral and written communication skills

·                     Strong negotiating skill and experience initiating and closing technology licensing, OEM, or ISV agreements a plus.

·                     Deal-making and partner management experience

·                     Strong track record working cross-functionally

·                     Sales, or similar experience, responsible for driving revenue - Knowledge of the security industry

Email Resumes to Stefanb(at)JPatrick(dot)com