National Channel Manager

🕒 vor 16 Tagen

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Mend.io

WebsiteLinkedInAlle Stellen

201 - 500 Mitarbeiter

Gegründet 2011

🔒 Cybersecurity

☁️ SaaS

🤖 Künstliche Intelligenz

Cybersecurity • SaaS • Artificial Intelligence

Mend. io ist eine AI-native Application Security (AppSec) Plattform, die Organisationen dabei unterstützt, Schwachstellen im Quellcode, in Open-Source-Komponenten, Containern und KI-gestützten Anwendungskomponenten zu finden, zu priorisieren und zu beheben. Die Plattform umfasst SAST, SCA, Container-Sicherheit, DAST/API-Tests, SBOM-Management, Automatisierung von Abhängigkeitsupdates und KI-spezifische Funktionen wie AI Red Teaming, LLM/Agentenschutz und KI-basierte Sanierungs-Workflows. Mend. io ist als skalierbare, unternehmensgerechte SaaS-Lösung positioniert, die auf Software-Lieferketten- und Open-Source-Risikomanagement ausgerichtet ist.

Beschreibung

• Recruit, onboard, and enable VARs and resellers to drive net-new business and customer expansion • Develop and execute strategic territory plans to achieve channel revenue targets and increase partner-sourced pipeline • Build deep relationships with partner sales and technical teams, serving as their trusted advisor on application security solutions • Conduct regular business reviews with partners to track performance, identify growth opportunities, and optimize joint go-to-market strategies • Collaborate with internal sales teams to transition appropriate accounts to partner-led models and manage co-sell motions • Facilitate coordination between Mend Sales teams and partners for new logo business • Enable partners through training, deal support, and technical resources to ensure successful customer outcomes • Drive partner marketing activities including joint campaigns, events (planning, execution and in-person attendance), and demand generation programs • Forecast accurately and maintain detailed partner activity tracking in Salesforce • Identify whitespace opportunities and develop strategies to penetrate underserved markets through the channel

🎯 Anforderungen

• 3-5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems (i.e., GuidePoint partnership experience preferred) • Proven track record of exceeding channel revenue targets and building productive partner relationships • Experience selling technical solutions in cybersecurity, DevOps, or developer tools markets • Deep understanding of partner business models, economics, and what drives partner engagement • Strong technical aptitude with ability to articulate complex application security concepts to diverse audiences • Established network of VAR/reseller relationships in North America • Experience managing the full partner lifecycle from recruitment through enablement and growth • Self-starter mentality with ability to work independently in a remote environment • Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment • Excellent communication, presentation, and negotiation skills • Strong analytics and reporting capabilities with account planning experience • Working knowledge of CRM and sales automation tools • Demonstrated initiative and creativity • Willingness to travel up to 50% for partner meetings, customer engagements, and industry events

🏖️ Vorteile

• Health insurance • Paid time off • Flexible work arrangements • Professional development opportunities