Senior Channel Manager

3 weeks ago

Cambridge, United Kingdom nCipher Security Limited Full time

The Company:

Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

The successful candidate will be required to work on the development and execution of joint business plans with these partners, as well as identifying areas of potential growth and recruiting new partners on a strategic basis to find new opportunities.

The Senior Channel Manager is responsible for driving new and incremental business from prospective new logo targeted organisations and existing customer accounts within the region via existing and new channel partners, meeting and/or exceeding all sales quotas to achieve revenue goals. The position will organise, plan, direct, and coordinate all sales activities for partners within the UK and Ireland

Responsibilities:

Direct experience of driving sales and business development activity through channel partners, Systems Integrators, Service Providers and Technology partners.

Successful track record of enabling and expanding sales opportunities through channel partners.

Experience collaborating with channel sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities

Clear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners.

Experience in structuring and negotiating partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.)

Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.

Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants.

Create demand for Entrust products/services emphasizing the value of our solutions, services and messaging.

Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.

Establish, build and maintain partner relationships. Build trust and credibility with the partner and ensure good communication between them and Entrust

Strong team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder community; Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.

Technical Knowledge/Skills & Experience Required:

LinkedIn/Sales Navigator (prospecting / research)

SalesForce.com or comparable CRM system

Outlook (email/calendar/tasks)

PowerPoint (presentation development)

Proven channel sales experience

Enterprise IT infrastructure/application knowledge

Background in the IT security industry involving hardware and/or software.

Comfortable selling through channel partners and consultants

Data Protection, encryption/cryptography experience is highly desirable.

Applicable regional/country market, Industry and or company knowledge

Ability to develop senior level relationships

Can present effectively to small and large groups

Is a highly motivated, results orientated goal achiever

Evidence to support working with channel partners

Key Performance Indicators:

Annual sales revenue target

Quarterly sales revenue target

Production of and delivery against agreed business plan for the UK

Attendance of technical and sales training sessions

Regular partner meetings schedule.

Execution against agreed personal development plan and delivery of actions therein

SFDC hygiene/sales forecasting

#LI-JB2

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