Strategic Channel Manager

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SilverSky

WebsiteLinkedInAlle Stellen

201 - 500 Mitarbeiter

💼 Beratung

🎖️ Verteidigung

🏥 Gesundheitswesen

💰 €31.500.000 Corporate Round im 2021-10

Consulting • Defense • Healthcare

SilverSky ist ein führender Anbieter umfassender Cybersicherheitslösungen und bietet eine Reihe von Diensten, die darauf abzielen, Organisationen vor Cyberrisiken zu schützen. Mit über 20 Jahren Erfahrung unterstützt SilverSky über 4. 000 IT-Teams weltweit, indem es als deren erweiterte Sicherheitsabteilung fungiert. Das Unternehmen ist spezialisiert auf Managed und Extended Detection and Response Services, Netzwerkschutz, E-Mail-Schutz und Sicherheitsberatung. SilverSky nutzt fortschrittliche Technologien, darunter militärische Verhaltensverfolgung und maschinelles Lernen, um maßgeschneiderte Bedrohungsreaktionen zu liefern, die durch individuelle Playbooks geleitet werden. Ihre globalen 24/7 Sicherheitszentren und ihr tiefes Engagement für die Einhaltung gesetzlicher Vorschriften machen sie zu einem vertrauenswürdigen Partner für Unternehmen in sensiblen Branchen wie Gesundheitswesen, Finanzen und Bildung. SilverSky ist engagiert, die kritischen Vermögenswerte der Kunden zu schützen und die Einhaltung von Industriestandards sicherzustellen, während sie ein personalisiertes Kundenerlebnis bieten.

Beschreibung

• Manage a portfolio of approximately 10-20 strategic national partners (e.g., UPSTACK, Bluewave, ATC) with clear revenue and engagement goals. • Serve as the primary point of contact for all partner activities, sales, marketing, and operational coordination. • Maintain detailed partner account plans, updated quarterly, and presented during QBRs. • Track partner pipeline, performance, and engagement directly within Salesforce, ensuring accuracy and visibility for leadership. • Carry a defined revenue quota tied to partner-attributed bookings. • Work all assigned opportunities from creation to closure, acting as the lead seller responsible for scoping, pricing, and negotiating deals. • Develop proposals, manage pipeline progression, and ensure timely follow-up throughout the sales cycle. • Maintain Salesforce hygiene, accurate forecasting, and comprehensive opportunity notes. • Coordinate with the VP of Channel Sales and senior leadership on special pricing or nonstandard terms. • Ensure deal registrations are properly submitted, validated, and aligned with opportunity data in Salesforce. • Collaborate with Channel Managers when opportunities overlap by geography or require regional execution support. • Lead partner onboarding activities with support from Channel Sales Specialists. • Conduct regular partner enablement sessions, training, and alignment meetings to increase partner selling capability. • Execute a structured engagement cadence including weekly tactical calls, monthly enablement check-ins, and quarterly business reviews. • Develop and implement partner-specific marketing strategies leveraging internal marketing resources and MDF funds (with VP approval). • Track and manage partner maturity through lifecycle stages (onboarding → active → strategic → elite) in Salesforce. • Report monthly to the VP of Channel Sales with updates on revenue performance, partner engagement, and active opportunities. • Collaborate with Sales Engineering, Marketing, and Operations teams to advance opportunities and support partner initiatives. • Involve the VP of Channel Sales for executive-level relationship management and quarterly alignment with partner leadership. • Own the go-to-market strategy for each partner, including campaigns, events, and joint promotions. • Represent SilverSky at national and regional events to strengthen brand visibility and build deeper relationships. • Propose MDF utilization plans and collaborate with marketing on execution. • Support partners in building their own internal SilverSky playbooks, bundled offerings, and sales positioning strategies. • Monitor and report partner KPIs (revenue, pipeline velocity, enablement, and engagement) directly from Salesforce. • Identify underperforming partners and develop recovery or re-engagement plans. • Nominate top-performing partners for recognition programs (e.g., Top Partner Club, awards). • Present quarterly partner performance insights during internal and partner-facing QBRs. • Manage both seller-level and mid-management relationships with assigned partners, ensuring consistent communication and alignment. • Escalate and collaborate with the VP of Channel Sales for executive-level discussions and escalations. • Serve as the primary liaison for issue resolution, coordinating internally across Support, Operations, and Customer Success to address partner concerns quickly. • Operate primarily within Salesforce as the central system of record for all partner, opportunity, and performance data. • Use partner portals (once enabled) for deal registration, activity tracking, and content management. • Maintain all partner documentation, QBR decks, and lifecycle scorecards in Salesforce. • Actively contribute to team collaboration and knowledge sharing across Channel Sales. • Participate in quarterly internal strategy sessions with leadership to align national partner initiatives and share best practices. • Represent SilverSky’s values, professionalism, and commitment to partner success in all engagements.

🎯 Anforderungen

• Must have HS diploma or equivalent degree • Bachelor’s degree is preferred • Minimum of 5 years sales experience in a technology-focused organization • Minimum of 5 years' experience in a channel sales role is preferred • Proficient in Microsoft Office (Excel, Smartsheet, Outlook) • Working knowledge of Salesforce is required • Proficient in cybersecurity terminology is highly preferred • Social Media knowledge/experience is required

🏖️ Vorteile

• Health insurance • Professional development opportunities • Remote work options