Channel Business Manager, Veza

• The successful candidate must have a clear track record of accelerating sales through indirect channels
• 7+ years of security industry experience with a majority in channel management, utilizing partners and alliances to amplify market presence and drive adoption
• A measurable and substantiated track record in new business development and over-achieving sales targets
• Proven success in growing partner revenue, pipeline development, and increasing deal registration volume and conversion rates
• Previous experience in crafting, onboarding, and developing complex partnerships and joint business plans
• Experience in early-stage, high-growth companies and the ability to adapt quickly to changing environments
• Ability to travel approximately 50% for partner meetings, events, and field alignment
• Deep understanding of security or Identity and Access Management (IAM) solutions and the identity security landscape (e.g., identity governance, privileged access management, authentication, cloud security, and zero trust architectures)
• Strong understanding of partner business models and channel economics
• Proficiency in Financial Modeling Skills for business case development and return on investment analysis
• Strategic thinking and business planning capabilities
• Excellent relationship management and negotiation abilities
• Outstanding written and verbal communication skills
• Strong project management and organizational expertise
• We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:
• Ownership Mindset
• Act with Integrity
• Guardians of our Customers
• Opinionated Humility
• Build Trust, Earn Trust

Desirable

• This role is focused on driving revenue and market acceleration through strategic channel partners
• Develop and execute joint go-to-market strategies with key partners to maximize synergy and market adoption
• Collaborate closely with the Veza Field Sales team to ensure partner engagement and maximize overall GTM success
• Drive partner-sourced and partner-influenced pipeline growth and manage the full deal registration and opportunity management process
• Support partners in complex sales cycles, technical discussions, and competitive scenarios
• Serve as the primary liaison for partners, focusing on developing strong working relationships and mindshare across all levels
• Develop and maintain strategic business plans for each partner to guide mutual growth and measurable outcomes
• Execute enablement programs by conducting Events, Seminars, and Sales Workshops to ensure sales and technical readiness
• Align with the Partner Engineering team to ensure technical awareness, education, and updates via a formal Enablement Plan