Senior Distribution Account Manager, MSP

Responsibilities

• Responsible for the day-to-day management, growth and recruitment of named MSP distribution partners
• Act as a liaison between Keeper and assigned MSP distributors
• Build, maintain and manage relationships with current and prospective named MSP distribution accounts
• Establish productive, professional relationships with key sales, channel, marketing and executive personnel in assigned accounts
• Drive pipeline and revenue growth through strategic MSP distribution partners, including partners such as Pax8
• Identify, recruit and acquire new named MSP distributors to expand Keeper’s MSP distribution footprint
• Coordinate the involvement of Keeper personnel, including support, service and management resources, in order to meet partner performance objectives and expectations
• Meet assigned targets for profitable sales volume and strategic objectives
• Develop and execute business plans with named MSP distributors that include revenue targets, enablement goals, marketing initiatives and critical milestones
• Partner with Keeper distribution team to align on goals and go-to-market strategies that cover both traditional and MSP distributors
• Identify MSP distribution go-to-market and service offerings; working with partner sales, marketing and technical resources to develop and launch offerings that drive incremental joint revenue
• Manage direct/channel conflict by fostering excellent communication between distribution partners and direct sales teams
• Ensure partner compliance with Channel Partner programs and agreements
• Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
• Maintain partner opportunity registrations in  and assist the direct sales team in closing partner-generated leads
• Plan and execute channel marketing activities and events to support brand awareness and demand generation with MSP distributors
• Ability to travel to and from customer meetings (locally, nationally, and internationally) & rent and/or operate a vehicle on behalf of the company

• 5+ years of security SaaS MSP or channel sales experience
• Experience working with named MSP distributors (including a current/recent and well established relationship with Pax8) or similar partner organizations
• 3+ years of experience managing distribution partners, MSP distributors or strategic distribution accounts
• Proven success driving revenue growth through distribution and channel partners
• Proven experience building, recruiting or acquiring strategic named partners
• Strong understanding of the MSP ecosystem, distribution business models and recurring revenue motions
• Good understanding of Partner Incentive programs and PRM tools
• Strong interpersonal skills and ability to excel in a team-oriented atmosphere
• Strong written and verbal communication skills
• Very motivated and goal-oriented
• Strong computer skills, Google Suite heavily preferred
• You share our values, and work in accordance with those values
• Willingness to travel up to 50%