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Channel Sales Manager

Company: SP6
Location: Clearwater
Posted on: May 23, 2023

Job Description:

Own The Role:Tied to SP6's proprietary software product (the Splunk App for CMMC, as well as future SIEM-agnostic versions of CMMC cybersecurity compliance software), the Channel Manager will both build and manage SP6's channel sales partnerships and program.The (3) primary components of this role include:

Channel partner recruitmentPartner enablementDriving revenue through partners -How You'll Drive Success:Business PlanningWork collaboratively with SP6 senior leadership to:
  • Define and implement strategic business plans tied to target channel partners (specifically, Named Accounts that SP6 will target as key channel partners).
  • Ensure expectations and goals are defined, met, and attained in creating and closing opportunities from Channel Partners.
  • Communicate regularly on funnel/account/partner status, resource requirements, challenges, and successes.Channel Recruitment
    • Recruit channel partners that will resell SP6's software, from (3) different segments:
    • MSSPs
    • Global System Integrators (GSI's)
    • National Value-Added Resellers (VARs)
    • Be accountable for developing and managing executive relationships with channel partners.
    • Create compelling relationships with these channel partners, in order to drive actual sell-thru of SP6's CMMC software and services.Channel Enablement
      • Work closely with the partners to help them to grow their knowledge of SP6's software and consulting solutions, so that these solutions can effectively be positioned and sold.
      • Run and track partner enablement (sales and presales).Sales
        • Drive sell-thru of SP6 CMMC software and services to channel partner end users, via:
        • Acting as the liaison to bridge SP6 sellers and channel partner sellers to joint selling activity led by identified channel accounts.
        • Working with channel partners to perform account mapping sessions to determine which channel partner accounts are ideal profiles for SP6's CMMC solutions.
          Meet established sales targets tied to software license and new customer acquisition.Conflict Resolution
          • Design a deal registration process that minimizes channel conflict among channel partners and between SP6 and its channel partners. -
          • Escalation for any issues that arise between SP6, channel partners, and/or any end customers.
          • Manage any channel conflict incidents to a quick and clear resolution.Initial Program Set-up
            Take ownership and complete:Working with the external legal team to construct channel partner agreement(s)Evaluate software solutions for deal registration (Impartner Software,, others)Work with the Demand Gen team to develop Content to share with external partners to promote SP6's channel partner programWork with SP6's internal sales team to communicate and train them on the channel program (how it works, rules of engagement, and other considerations)What else? -To Be Successful:
            • Prior successful experience in developing and growing a software channel sales program.
            • Prior experience working in a fast-paced, high-growth start-up in which there is a sense of urgency, and an understanding that needs and priorities may shift and be able to nimbly adjust course as business needs or priorities adjust.Key Required Soft Skills
              • High sense of ownership and driven self-starter. SP6 is successfully built on people who want to climb the mountain to plant their flag and the company's flag, as opposed to someone who needs to be pushed uphill!
              • Passion for managing and developing partners.
              • Organized and able to meet deadlines.
              • Entrepreneurial and enthusiastic about navigating and succeeding in a rapidly evolving business.
              • You have a scrappy, 'get-it-done' attitude; resourceful and creative.
              • Can be counted on to act with high integrity and communicate with honesty, openness, and respect.
              • Excellent writing and communication skills. -Work Location:
                (2) days in the office, (3) days remote (home-based)
                We do believe that team interaction is critical, particularly in this role where there will be significant collaboration with other team members, across both SP6 sales, leadership, and demand generation. -Travel Requirement:
                Will likely require travel once or twice per month in order to be in front of key channel partners. - This is especially true during the initial roll-out of the SP6 channel program, during which getting in front of new partners, establishing our CMMC solutions as top-of-mind, and driving software sell-through via channel partner sales teams will be critical. -Compensation
                This role is anticipated to be comprised of a 50% mix of each base salary and variable compensation.
                • Variable compensation will be based on closed revenue through channel partners.
                • A small piece (10%ish) of the variable compensation is tied to successfully recruiting new qualified partners into the program. -There's a certain amount of burn-off in any channel program, so regularly refreshing the group will be necessary to succeed in this role. -Why SP6?
                  • Recognized as one of North America's top Splunk resellers and professional service partners
                  • Company-paid Splunk training and certification, both initial and ongoing
                  • Help to build and mature a company from its early stages of growth
                  • Career laddering opportunities that come with an organization that is growing in size
                  • Excellent technical leadership as well as the ability to collaborate with team members that, like you, are passionate about their role in our growing company
                  • Competitive salary
                  • 100% employer-paid health insurance
                  • 401(k) with company match
                  • For tech team members, exposure to a broad set of technical challenges, use cases, and different technologies that integrate with Splunk -Company Summary:SP6 is primarily a cybersecurity, cyber compliance, and technology analytics organization with (4) primary lines of focus:
                    Software reseller (VAR or Value-Added Reseller)Professional Services (project-based consulting)Managed Services (ongoing, outsourced services)Proprietary developed softwareSpecifically, our organization has historically been focused on one particular solution: Splunk software, a tool used for both SIEM (Security Incident and Event Management) and Enterprise Monitoring. SP6 is now introducing proprietary software solutions tied to CMMC cybersecurity compliance. This Channel Sales Manager role will be dedicated to this proprietary software. -Other Considerations:All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which you are applying.Powered by JazzHR

Keywords: SP6, Clearwater , Channel Sales Manager, Sales , Clearwater, Florida

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