Channel Manager – International

Reporting to the Sr. Director, Global Partnerships, is responsible for developing and managing international channel partners and driving business growth for Cofense. This position is responsible for achieving partner-sourced new logo lead generation, profitable sales and renewals, and partner recruitment and enablement objectives. 

Essential Duties/Responsibilities

• Meets assigned targets and objectives by driving profitable sales volume (new, upsell, cross-sell, expansion, renewal) through strategic partnerships in assigned accounts.
• Establishes productive and professional business relationships with key personnel in key International channel partner accounts.
• Identifies and recruits new channel partners to assess their capability and fit, establish relevant partner agreements, represent the partner program, and develop plan for enablement.
• Coordinates Cofense resources to enable readiness and adoption among partner and Cofense sales to create incremental opportunities.
• Coordinate sales campaigns, marketing efforts, event participation and sponsorship with partners, representing or speaking at joint partner or industry events
• Engage with the resellers weekly and through quarterly business reviews to ensure we foster the relationship to meet joint business objectives from the partner business plans.
• Enforce partner engagement accountability via Salesforce activity logging.
• Proactively assesses, clarifies, and validates partner(s) needs on an ongoing basis.
• Assists our direct sales rep(s) with account mapping and ordering processes.
• Manages potential channel conflict through excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption while keeping top of mind of company programs among assigned partners.
• Completes partner account planning sessions that meet company standards.
• Achieves assigned sales quota and profitability in designated partner accounts.
• Continually growing pipeline opportunities.
• Maintains high partner satisfaction ratings that meet company standards.
• Provides weekly activity reviews highlighting performance to plan results and plans to close any Gaps.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Other duties as assigned.

Knowledge, Skills and Abilities Required

• Ability to travel up to 50% in the region
• Excellent verbal and written communication skills

Education and/or Experience:

• Four year college degree from an accredited institution preferred
• Minimum five years of channel sales experience in a business-to-business sales environment within the information security sector.

- Disclaimer-

The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.

Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.