Establish, build, and maintain strong, trust-based relationships with key partners, ensuring effective communication and collaboration with Entrust.
Develop and execute regional and partner-specific business plans that drive sales growth through distributors, strategic partners, and managed service providers.
Collaborate closely with Entrust sales teams and GSI/strategic partner teams to identify new business opportunities, deliver sales collateral, and support joint customer engagements.
Create demand through value-based, customer-centric conversations using the Command of the Message methodology.
Build and manage a healthy pipeline of qualified prospects in collaboration with global and regional SIs.
Work in partnership with Sales, Marketing, Business Development, Professional Services, and other internal stakeholders to execute effective account and coverage strategies.
Champion a strong teamwork ethic and collaborate across functions including Territory Sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, and Operations.

Degree-qualified with a minimum of 10 years’ industry experience working with strategic regional VARs/SIs and global systems integrators.
Deep understanding of channel partner business models across various partner types and sizes.
Proven experience managing global and regional SIs within single-tier and two-tier distribution frameworks.
Strong background in enterprise IT infrastructure or applications, ideally within IT security (hardware and/or software).
Experience with data protection, encryption, or cryptography is highly advantageous.
Comfortable selling through channel partners and global systems integrators.
Strong knowledge of applicable regional markets and industries.
Skilled in structuring and negotiating partnership agreements—including pricing, support, and services.
Ability to develop and maintain senior-level stakeholder relationships.
Confident presenter to audiences of various sizes.
Highly motivated, results-oriented, and a proactive self-starter.
Familiarity with Command of the Message methodology is desirable.

Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth is our priority.
Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on-site, we offer flexible options that fit your lifestyle.
Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.
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Senior Channel Manager

Key skills