Strategic Channel Manager

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SilverSky

WebsiteLinkedInAll Job Openings

201 - 500 employees

💼 Consulting

🎖️ Defense

🏥 Healthcare

💰 $31.5M Corporate Round on 2021-10

Consulting • Defense • Healthcare

SilverSky is a leading provider of comprehensive cybersecurity solutions, offering a range of services designed to protect organizations against cyber risks. With over 20 years of experience, SilverSky helps over 4,000 IT teams worldwide by acting as their extended security team. The company specializes in managed and extended detection and response services, network protection, email protection, and security consulting. SilverSky utilizes advanced technology, including military-grade behavioral tracking and machine learning, to deliver tailored threat response actions guided by customized playbooks. Their global 24/7 security operation centers and deep commitment to regulatory compliance make them a trusted partner for businesses in sensitive sectors such as healthcare, finance, and education. SilverSky is dedicated to protecting customers' critical assets and ensuring compliance with industry standards, while offering personalized customer service experience.

📋 Description

• 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.

🎯 Requirements

• 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

🏖️ Benefits

• Health insurance • Professional development opportunities • Remote work options