Channel Manager
Dragos Inc., United States

• Build and maintain executive relationships with assigned partners
• Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value and revenue targets
• Collaborate with regional sales leaders on plans to drive engagements with partners.
• Responsible for managing all aspects of the partner relationship including the initial recruitment, enablement, and the ongoing operation of the partnership focusing on quality over quantity
• Train and enable partner AEs, SEs, and security consultants on an ongoing basis
• Drive and facilitate engagement of partner and Dragos sales teams in the field
• Develop and drive joint marketing activities in collaboration with Dragos marketing with select partners
• Purposefully build and effectively manage strong pipeline of end user opportunities resulting from reseller partners
• Be an ambassador and represent Dragos at relevant events, public speaking opportunities and other customer/partner forums as required
• Capture and communicate market intelligence and partner performance, what partners are doing well, and partner feedback
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

• 5+ years of sales and channel partner experience selling SaaS solutions to Enterprise clients with a strong track record against quota.
• Thorough understanding of channel sales through reseller and services partners.
• Excellent communication and highly developed social skills with strong ability to work in collaboration across the organization
• Advanced go to market and planning skills in addition to advanced writing and presentation abilities
• Experience developing and implementing joint go to market plans
• Track record of successful channel sales pipeline management and revenue results
• Strong business acumen and technical knowledge to succinctly align customer/partner needs with the Dragos value proposition

Job Rewards and Benefits