Field Channel Manager

eSentire, Inc.; Florida; On-site; USD 130,000 - 140,000; Full time

Benefits offered by this job

Annual bonus or commission

Benefits package

Parental leave

RRSP/401K match

Job summary

eSentire, the Authority in MDR, is seeking a Channel Manager to grow our partner ecosystem across the United States. You will establish and expand relationships with strategic channel partners, drive revenue, and recruit new partners while coordinating internal resources to meet objectives.

You will travel up to 50% domestically, manage programs, and influence end-user adoption of eSentire solutions. A BA or equivalent with 10+ years sales experience is required, with 5+ years in channel

Qualifications

• Post-secondary education - BA or equivalent work experience.
• 10+ years of sales experience, with at least 5 years in a channel manager role.
• Consistent track record of overachieving against quota.
• Strong experience in sales, growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• Diplomacy, negotiation, conflict resolution, and people management skills.
• Travel domestically up to 50% of the time.

Responsibilities

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel to meet partner objectives and expectations.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Meets assigned targets for profitable sales volume and strategic objectives.
• Leads joint partner planning with mutual performance objectives and milestones.
• Assesss, clarifies, and validates partner needs on an ongoing basis.
• Manages channel conflicts with other sales channels by fostering communication.
• Leads solution development addressing end-user needs with necessary teams.
• Ensures partner compliance with agreements.
• Drives adoption of company programs among partners.
• Proactively recruits new qualifying partners.

Skills

Channel management

Sales

Quota achievement

Negotiation

Account development

Strategic planning

Relationship building

MS Office

Salesforce

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce

MS Office

Job description

About eSentire

eSentire, the Authority in Managed Detection and Response (MDR), protects the critical data and applications of 2000+ organizations in 80+ countries across 35 industries from known and unknown cyber threats by providing Exposure Management, Managed Detection and Response and Incident Response services designed to build an organization's cyber resilience & prevent business disruption. Founded in 2001, eSentire protects the world's most targeted organizations, with 65% of its global base recognized as critical infrastructure, vital to economic health and stability. By combining open XDR platform technology, 24/7 threat hunting, and proven security operations leadership, eSentire's award-winning MDR services and team of experts help organizations anticipate, withstand and recover from cyberattacks.

About The Role

The Channel Manager wins, maintains, and expands relationships with both assigned and prospective channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned and prospective partners though may focus on a specific solution or product set if focused in a partner vertical market.

Responsibilities

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Proactively recruits new qualifying partners.

Requirements

• Post-secondary education - B.A. or equivalent work experience
• 10+ of sales experience, with at least 5 years in a channel manager
• Consistent track record of overachieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Demonstrated planning, preparation, and organizational abilities
• Demonstrated capability to call high in an account up to and including the “C” level executives
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Demonstrated knowledge of accounting and financial practices.
• Strong problem identification and problem resolution skills.
• High level of proficiency with Microsoft Office productivity suite and Sales Force
• Demonstrated knowledge of sales and marketing techniques and principles
• Flexible attitude, ability to perform under pressure
• Travel domestically up to 50% of the time

Compensation Range

The expected base salary range for this role is $130,000-$140,000 USD, with an expected OTE of $215,000-$230,000 USD. This range is for the primary location for which the job is posted. Actual compensation may vary depending on location and job-related factors such as qualifications, experience, knowledge, skills, and internal equity.

Our Culture and Values

We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all. We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.

Total Rewards

• We reward strong performance through role-specific incentive programs, including either an annual bonus program or a competitive commission plan
• Competitive benefit program
• Paid parental leave
• Matching RRSP or 401K program
• Competitive employee referral bonus

Artificial Intelligence (AI) Notice

As part of our recruitment process, eSentire may use Artificial Intelligence (AI) tools to assist recruiters with reviewing and summarizing application materials. All candidate evaluations and hiring decisions are made by members of our hiring team

Accommodation

If you have any accessibility requirements during the recruitment process, please reach out to our HR team at [e-mail] and any accommodation needs will be addressed upon request. Your talents and unique perspectives are valued, and we look forward to the opportunity to work together to build a more inclusive future.

It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address.