Driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers
Create a prospecting strategy to identify potential sales opportunities with channel partners
Develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas
Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements
Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities
Work closely with partners and customers to drive POCs and POVs
Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities
Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships
Develop relationships internally with key stakeholders
Engage and present at multiple levels within a partner account including customer stakeholders
Develop account and opportunity plans to improve channel partner strategy
Maintain partner and customer satisfaction
Develop relationships with our channel and service partners to create strategic opportunities

5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML)
Deep relationships with channel partners and customer stakeholders
Experience generating partner enabled sales opportunities
Strong prospecting skills
Ability to build channel sales pipeline
Strong track record of achieving quarterly channel sales quotas
Ability to manage the sales process (MEDDPICC) and negotiate contracts
Deep knowledge of the customer’s requirements and security challenges
Strong business acumen and ability to build channel partner and customer relationships
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs
Strong relationships with channel partners and system integrators
Excellent presentation skills
Working knowledge of consultative sales methodologies, preferably MEDDPICC
3-5 years’ experience with Salesforce and Clari

Channel Partner Sales Manager

Key skills