National Channel Manager

🕒 il y a 20 jours

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Mend.io

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2011

🔒 Cybersecurity

☁️ SaaS

🤖 Intelligence artificielle

Cybersecurity • SaaS • Artificial Intelligence

Mend. io est une plateforme de sécurité des applications (AppSec) native à l'intelligence artificielle qui aide les organisations à identifier, prioriser et corriger les vulnérabilités dans le code source, les composants open-source, les conteneurs et les composants d'application alimentés par l'IA. La plateforme inclut des fonctionnalités telles que le SAST, la SCA, la sécurité des conteneurs, les tests DAST/API, la gestion des SBOM, l'automatisation des mises à jour de dépendances, et des caractéristiques spécifiques à l'IA comme le red teaming IA, la protection LLM/agent et les workflows de remédiation basés sur l'IA. Mend. io se positionne comme une solution SaaS évolutive de niveau entreprise, axée sur la gestion des risques liés à la chaîne d'approvisionnement logicielle et à l'open-source.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

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