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Red Canary
At Red Canary, the Senior Channel Sales Manager will lead and manage strategic partnerships with IR, MSP, and Cyber Insurance partners. The role involves developing GTM strategies, driving co- sales and marketing initiatives, and ensuring successful joint business outcomes. The candidate should have a strong track record in cybersecurity and channel partner ecosystems, along with excellent communication and deal management skills.
Challenges You Will Solve
The right partner relationships are critical to Red Canary’s ability to scale and diversify our business. As a Senior Channel Sales Manager (IR, MSP, & Cyber Insurance Partners), you will recruit and manage key strategic Partners within our North America sales region.
You understand the best partnerships are “two way streets,” and are excited about building deep relationships with internal and external stakeholders to ensure opportunities move smoothly throughout the partner ecosystem.
You will ensure each Partner is adequately prepared to deliver results, and quickly identify & remediate challenge areas. You will execute on the channel strategy with a focus on IR, MSP, and cyber insurance partners and will be accountable for developing and delivering results. This will involve recruitment of partners and strong focus on the development of existing partners. You will have a “hunter” mentality with a focus on driving revenue growth.
What You'll Do
Develop strategy, plan, and oversee execution of go-to-market (GTM) with focus on IR, MSP, and cyber insurance channel partners.
Drive alignment of Red Canary and partner GTM initiatives that results in joint business successes.
Implement and manage co-sales and co-marketing initiatives as a core focus of your GTM plan, including leading engagement and coordination between Red Canary and Partner sales and marketing resources.
Understand and leverage partner capabilities to develop compelling “better together” solutions to differentiate the joint partnership in the market and maximize opportunities.
Track and regularly report on success metrics, including deal registration, pipeline, and revenue.
Understand and support field opportunities and connect them with partner resources to support deal closure.
Identify, recruit and onboard new partners, to address gaps and to maximize GTM scale.
Lead the cross organizational development of a GTM blueprint that will be leveraged to scale MSP and other services provider channel segments.
Collaborate with Marketing to represent Partner needs and influence marketing priorities.
Be an expert resource on our partner ecosystems through a deep understanding of partner service catalogs, personalities, and ideal opportunities for them to better align with Red Canary.
What You'll Bring
3+ years successful track record supporting deal closures in the cybersecurity segment
5+ years working within the channel partner ecosystem with a demonstrated track record of strong revenue results
Demonstrated knowledge of and relationships with key channel partners within the cybersecurity ecosystem and in region
Familiarity with partner ecosystems giving field teams a meaningful lever to convert stuck deals into delighted customers.
Familiarity with common sales tools, including Salesforce.com
Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages.
Expertise on deal mechanics, funnel and conversion
Working knowledge and strong relationships with key IR and MSP partners
Base salary for this role is $155,400 - $172,900 per year, plus commission for total estimated on-target earnings (OTE) of $222,000 - $247,000. This role is eligible for a grant of stock options, subject to the approval of the company's board of directors. Application deadline is February 7, 2025.
