mid-market account executive in channel sales

Bitwarden; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

Bitwarden ищет целеустремленного специалиста по продаже в Великобритании для расширения канала продаж и роста выручки через партнёров. Вы будете выстраивать и развивать отношения с крупными заказчиками, управлять воронкой продаж в CRM и работать над совместными бизнес-планами с партнёрами.

Требуется опыт 4–8 лет продаж в ИТ-сегменте, умение влиять на решений на разных уровнях, знание инструментов CRM и MS/GSuite, а также способность работать в быстром темпе стартапа и развивать партнёрские

Qualifications

• Расположены в Великобритании.
• 4–8 лет внешних продаж в области высоких технологий.
• Доказанный опыт роста продаж через партнёров.
• Знание SMB/SME-партнёров, MSP-партнёров.
• Умение влиять на лиц принимающих решения на всех уровнях партнерских организаций.
• Самостоятельность, лидерские качества и умение работать в команде.
• Отличные коммуникативные навыки: слушать, писать, говорить публично.
• Умение работать в стартап-среде, плюс: IT-безопасность желателен.

Responsibilities

• Ефективное привлечение и управление воронкой продаж по территории.
• Фокус на закрытии сделок в компаниях 1000+ сотрудников.
• Ведение и отчетность по pipeline в CRM, видимость выручки ежеквартально.
• Планирование территории и поддержка продаж.
• Активные сетевые мероприятия для генерации интереса и вовлечения клиентов.
• Развитие и рост отношений с партнёрами, совместные планы продаж.
• Прием и обучение новых партнёров, договоренности об активном продвижении.
• Ведение регионального партнёрского плана и карта возможностей.

Skills

CRM-системы

GSuite

MS Office

Job description

Описание

Bitwarden is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information anywhere. Bitwarden makes it easy for all users to extend robust security across their devices with password management, secrets management, and passwordless and passkey innovations. The company is headquartered in Santa Barbara, California with team members located across the globe. Learn more at bitwarden.com.

Задачи

• Effective prospecting and lead management building a 3-5X pipeline within your territory
• Predominant focus on closing business in companies with 1000+ employees
• Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly
• Territory planning and any sales support required
• Focus on activities and opportunities delivering short term and long-term revenue
• Effective and regular networking to attract and influence
• Partner sales and grow our Partner relationships
• Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities
• Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
• Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team.
• Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast
• Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers.
• Build and execute joint partner business plans with measurable success
• Set financial goals for focus partners and ensure goals achievement
• Drive multiple key channel initiatives in parallel across technical, professional services, and sales

Требования

• Located in the UK.
• 4-8 years of outside high-tech IT sales experience.
• A proven track-record of driving continued partner growth and revenue.
• Knowledge and strong relationships with SMB and SME focused resellers and MSP partners.
• Ability to drive influence and build effective relationships with decision makers across all levels of partner organisations.
• Motivated and focused self-starter with strong leadership skills who can multitask, work independently or within a team.
• Exceptional communication skills including listening, writing and public speaking.
• Can work in a fast paced, start-up environment.
• An avid channel leader who knows how to teach, enable and motivate partners to find and close business.
• Relationships and strong relationships with top VARs and Integrators.
• Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins.
• Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organisational environment.
• Positive history of collaborative selling.
• Must be a proficient user of CRM tools and other Gsuite and MS Office tools.
• Будет плюсом: IT security product experience is desirable but not mandatory; Experience at a startup or pre $100M revenue company is desirable

Условия

Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations. Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software. Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup. We are dedicated to building a diverse and talented team. Work with motivated and supportive team members across the world. Contract type: Initial independent contractor engagement.