The posting
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT is looking for an experienced Channel Manager in the Benelux region to support the execution of OPSWAT's strategic channel expansion in the Territory. The Global Channels team at OPSWAT is part of the sales organization; therefore, each team member's primary priority is to proactively build a net new business pipeline with/through the channel partners that directly serve our ideal customer profile. The Channel Sales Manager's primary sales responsibility is to manage the global channel strategy in the assigned territory by leading in the profiling, mapping, recruitment, enablement and management (pipeline creation and sales performance) of an expanding channel ecosystem. This is a very dynamic role that includes all operational aspects of channel partner relationships (both IT Cybersecurity and OT Cybersecurity, as well as relationships with our alliance/integration partners). Ultimately, the goal is to scale OPSWAT's value-added channel and drive exponential productivity and growth. The ideal candidate will have multiple years of consistently exceeding sales quotas by recruiting, enabling and managing a value-added channel focused on enterprise IT/OT security and SaaS sales opportunities.
What You Will be Doing
- Building and scaling a channel ecosystem (and, as a result, a customer base) for new business within the assigned territory; successful channel prospecting methods should be second nature to you
- Under direction of (and in conjunction with) your manager, execute the various steps of channel partner profiling, mapping, recruitment, onboarding, enablement, and business planning (sales/pipeline generation)
- In close collaboration with the related Territory Sales/Account Manager, ensure that the Sales portion of Business Planning is being executed on a continuous basis by the channel partner (ie, account mapping, pipeline creation, opportunity management, forecasting)
- Respond to inbound channel leads and appropriately manage them according to direction provided by your manager.
- Be a primary POC for channel partners in the territory for all tactical/operational aspects (ex., access to Channel Partner Portal, OPSWAT Academy, resources, etc)
- Develop thought leadership and a trusted advisory relationship with your partners, customers and prospects
- Assist partners in developing and executing sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas
- Communicate value propositions to partners and customers that speak intimately to their needs and requirements
- Maintain extensive account and opportunity detail in Salesforce CRM, including account business plans, customer touch points, sales inhibitors, etc.
- Forecast and report revenue projections accurately to management
- Overachieve on annual quota, measured quarterly
- Exude excellence while constantly being fanatical about delighting our customers and promoting our products
- Be a constant expert in cyber-security and use this knowledge to plan for the future – You love to learn and grow
What We Need from You
- Bachelor’s degree or equivalent experience.
- Professional verbal and written skills in the required local languages and English.
- Existing management-level relationships with key Cybersecurity channel partners (IT and OT) in Nordics and Benelux, particularly Global Systems Integrators and Advisories.
- 7-10 years Channel Sales Management experience with at least 5 years of cybersecurity and/or enterprise software sales (extra points for experience selling cyber security solutions for larger companies).
- Can demonstrate consistent quota attainment track record selling complex-solutions to enterprise customers by means of mapping, recruiting, enabling, and managing a highly-productive channel partner ecosystem.
- Technical familiarity with cyber security products and operating systems, ability to comfortably articulate technology and value proposition to solution users as well as C-level executives.
- Highly accurate pipeline management and forecasting expertise via channels.
- Excellent time management skills, and work with high levels of autonomy and self-direction.
- Self-motivated with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and pride on exceeding sales goals.
- Ability to travel as necessary to your assigned channel partners and/or customers, and to Company meetings.
- Highly ethical and professional personal conduct.
- Team player.
- Excellent communicator.
Includes gross annual base salary and on-target commission (depending on location and experience).
EU Compensation Range
€60.000—€90.000 EUR
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
