Job Description

The Chanel Business Manager will be responsible for the overall business & Joint GTM with Strategic Reseller Partners and will work closely with their Cross Functional Teams to amplify velocity and maximize market adoption. Strong focus on revenue growth, joint solution creation for GTM effectiveness. Will responsible for creating relationships and garnering mind share across a region.

Responsibilities

• Serve as primary point of contact for channel partners
• Build and maintain strategic business plans for each partner
• Build and maintain CxO relationships with senior executives of Partners
• Create and execute partner enablement programs
• Monitor partner performance metrics and provide regular reporting
• Identify and capitalize on new revenue opportunities
• Collaborate with partners to develop joint go-to-market strategies
• Drive partner-sourced and partner-influenced pipeline growth
• Facilitate deal registration and opportunity management processes
• Conduct training sessions for partner sales teams
• Support partners in complex sales cycles and technical discussions
• Work closely with field sales organizations
• Proactively work with the Veza Sales team
• Ensure that the Partners are engaged in activities
• Work closely with the Veza account teams
• Advocate for partners within Veza
• Aligning with the Partner Engineering team
• Prepare a Veza Enablement Plan
• Build awareness/education and updates
• Conduct various Events, Seminars, Sales Enablement Workshops
• Develop Partner Working Relationships with Veza Field Teams

Requirements

• 7+ years of industry experience with a majority in channel management
• Effective at utilizing partners, channels, and alliances
• Measurable and substantiated track record in new business development
• Over achieving sales targets
• Grow partner revenue, pipeline development
• Increase deal registration volume and conversion rates
• Experience in early stage companies
• Ability to adapt quickly in high growth, fast-growing, and changing environments
• Strong understanding of security or identity and access management solutions
• Excellent relationship management and negotiation abilities
• Strategic thinking and business planning capabilities
• Outstanding written and verbal communication skills
• Project management and organizational expertise
• Deep understanding of identity security landscape and market trends
• Familiarity with identity governance, privileged access management, and authentication solutions
• Knowledge of cloud security and zero trust architectures
• Understanding of partner business models and channel economics
• Previous experience in crafting, on boarding and developing complex partnerships
• Financial Modelling Skills for business case development and return on investment
• Ability to travel ~50%

Benefits

• No benefits