Field Channel Manager

eSentire, the Authority in Managed Detection and Response (MDR), protects the critical data and applications of 2000+ organizations in 80+ countries across 35 industries from known and unknown cyber threats by providing Exposure Management, Managed Detection and Response and Incident Response services designed to build an organization's cyber resilience & prevent business disruption. Founded in 2001, eSentire protects the world's most targeted organizations, with 65% of its global base recognized as critical infrastructure, vital to economic health and stability.

By combining open XDR platform technology, 24/7 threat hunting, and proven security operations leadership, eSentire's award-winning MDR services and team of experts help organizations anticipate, withstand and recover from cyberattacks.

The Channel Manager wins, maintains, and expands relationships with both assigned and prospective channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned and prospective partners though may focus on a specific solution or product set if focused in a partner vertical market.

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Proactively recruits new qualifying partners.

• Post-secondary education - B.A. or equivalent work experience
• 10+ of sales experience, with at least 5 years in a channel manager
• Consistent track record of overachieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Demonstrated planning, preparation, and organizational abilities
• Demonstrated capability to call high in an account up to and including the “C” level executives
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Demonstrated knowledge of accounting and financial practices.
• Strong problem identification and problem resolution skills.
• High level of proficiency with Microsoft Office productivity suite and Sales Force
• Demonstrated knowledge of sales and marketing techniques and principles
• Flexible attitude, ability to perform under pressure
• Travel…