Title: Channel Account Manager, UKI & MEA
Location: United Kingdom, preferably in London
Experience: mid-level
Job Function: Channel Sales
Employment Type: Full-Time
Industry: Computer & Network Security
About the position
Our EMEA Channel team is looking for a channel leader to grow new channel and expand existing partner business. We are looking for a senior leader with strong sales experience to work with our local sales teams in the UK, Middle East and Africa for channel growth.
Responsibilities
- Develop and execute the strategic UKI, MEA regional plan that will drive all aspects of the partner relationship. This includes executive direction and focus, solution and industry focus and investment, business development, enablement and certification plans, demand marketing, joint solution development etc.
- Responsible for delivering reliable forecasts and accurate reporting for the region.
- Identify and develop key relationships within each partner account including executive, sales, marketing and technical.
- Maintain a commitment to the company’s values processes and target visions.
- To act as an ambassador for Keyfactor.
- Responsibility for negotiating partner contracts.
- Work closely with marketing, product owners and sales enablement to create all relevant material needed for partners success.
- Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
- Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor’s accurate positioning within the partner portfolio.
- Driving your partners to grow their investment and engagement with Keyfactor
- Be a partner to the Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
- Manage all aspects of your partner relationships
- Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion
- Develop and execute joint partner development plans with emphasis on targeting industry verticals and markets
- Provide regular communication and transparency to promote the success of the partnership both internal and external
- Lead regular business performance / relationship reviews with Keyfactor leadership and partner management
- Update the internal CRM system with activities and information as needed and aligned to senior management expectations
Skills and Qualifications
- University degree in Business or Technology or equivalent experience
- Significant experience in technical sales and Partner/Channels/Alliances
- Experience in UKI, Middle East and African markets
- Language requirements: Excellent command of English is required
- Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
- Advanced written and verbal communication skills including ability to make professional presentations in front of both small and larger audiences.
- Ability to write and execute strategic regional plans.
- Ability to utilize both analytical and creative skills effectively.
- Experience in a rapid-growth company or business unit is preferred.
- A thorough understanding of how sales and prospecting companies and partners evaluating security, software or SaaS Solutions.
- Experienced in contract negotiations.
- Successful candidate will be able to work with multiple deadlines in a fast growing, mid-stage start-up environment.
- Experience in working towards companywide targets and motivating individuals to achieve them.
- It will also be advantageous if you have a general understanding of IT-security, PKI, Certificate Lifecycle Management and open-source software.
