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Channel Sales Development Representative

4 months ago

Leicester, United Kingdom Heimdal Security Full time

Channel Sales Development Representative (CAM)

We are Heimdal and cybersecurity is our passion. Join us in an internationally expanding business, leading the fight against cybercrime

We have been praised by the FBI and are winners of multiple awards, most recently the "Cloud Based Solution of the Year" at the 2023 Network Computing Awards and "Risk Management Award" at the Security Excellence Awards and 7 () awards in the G2 Fall report, such as "Best Support for Mid-Market", "High Performer in the EDR, Endpoint Management, and Antivirus categories" and "Highest User Adoption in the EDR category".

When joining Heimdal, you will embark on a thrilling ride in Europe's fastest-growing bootstrapped cybersecurity business, where we believe that the team is the cornerstone of what we do tomorrow. We are leading the fight against cybercrime, developing new technologies and providing intelligence to protect over 11,000 companies worldwide against cybercriminal attacks and data security breaches.

The Role

This role of a VAR CAM (Value Added Reseller – Channel Account Manager) is a hybrid role between Channel focused SDR activities and traditional Channel Account Manager duties. You will spend approximately 70% of the time focusing on outbound sales activities and 30% out visiting your designated accounts/partners.

In Heimdal, your key objectives are to expand the Heimdal footprint across your territory within the VAR sector and drive deal registrations and pipeline revenue growth with your local partners. You will be targeted on deal reg ratios within your partners, and work in partnership with the Heimdal Account Exec's in providing qualified Sales Accelerated Leads and pipeline.

You will work out of our office in Leicester, UK when not visiting partners.

Your day-to-day

  • Outbound prospecting to generate new partner opportunities
  • Keep a clean CRM for all partner-based accounts and activities;
  • Coordinate access to online and onsite training on new products, solution sets, Heimdal corporate direction, business processes, etc.;
  • Drive joint opportunity development activities with channel partners through account mapping and marketing activities etc.;
  • Manage all aspects of partner forecasting and pipeline with your Manager and your partners; provide reporting and analytical data to track and measure your performance against your monthly and quarterly budget and targets;
  • Preparation of Partner Business Plans for each focus partner and ensure review cadence is in place, i.e. quarterly partner QBR’s;
  • Provide reporting and analytical data to your partners in order to support and drive achievement of their partner program status;
  • Create a sense of “engagement and connection” with executives and all other sales and sales support resources, both inside and outside the business;
  • Manage existing partnerships, as well as recruiting and onboarding new partners;
  • Address and support administrative issues on an as-needed basis;
  • Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them;

Attributes

  • Good sales and consultative skills
  • Strong presentation and communication skills
  • Strong interpersonal skills with a flair for building trusting relationships
  • Excellent data organization and analysis skills
  • Proven ability to lead the sales process and close business deals
  • Ability to solve problems quickly
  • Willing to grow and help other teammates grow by offering and accepting feedback and help when needed
  • Ability to work within a fast-paced environment, with high adaptability and positive attitude
  • Being a firm believer in the math of sales, knowing success is a combination of hard work, strong priorities, and high quality.

What you bring to the team

  • At least 2 years of experience within sales; with a mixture of phone and face-to-face
  • Previous Channel/VAR experience is desired but not essential
  • SaaS and/or Managed Services (MSP) sales experience is a plus;
  • Background in IT security and Cloud technologies preferred;
  • Have a strong industry- and product understanding, system knowledge and processes to manage a pipeline of opportunity.

What we offer

  • An attractive commission package
  • 25 days of annual leave and up to 5 additional company-paid days off ("Personal Day" and "Anniversary Days")
  • Healthcare cash plan
  • Training, development and progression path for the role
  • LinkedIn Learning subscription
  • An amazing journey in an internationally growing company
  • A fun, flexible, and relaxed work environment

Our Mission
We are leading the fight against cybercrime and protecting the operational integrity of all midmarket and lower enterprise companies.

Our Culture
We believe in hiring the best and the brightest while cultivating a culture of collaboration and execution. We are Dedicated, Innovative, and Humble. As in devoted and passionate about our work and what we do. We seek to optimize, improve, and challenge status quo. We are open-minded to new ideas and to feedback, and we know success comes from hard work.

We are committed to constantly create an environment where each individual has the opportunity to grow, personally and professionally. We have a strong sense of unity and togetherness, and having fun together is a key element at Heimdal.

We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to gender, race, color, disability, religion, marital status, family or parental status.

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