Senior Partner Sales Manager, Expel
EMEA
£190-200k
OTE
£123.5-130k
BASE
+ Equity
More information about location
Cyber security threat detection & management
Be an early applicant
Cyber security threat detection & management
501-1000 employees
Be an early applicant
£190-200k
OTE
£123.5-130k
BASE
+ Equity
More information about location
501-1000 employees
Company mission
Expel is on a mission to make security easy to understand, easy to use, and easy to continuously improve.
Role
Who you are
- 10+ years of Business to Business sales experience, with at least 3 years in the Enterprise Security industry
- Proficient in navigating the EMEA channel landscape, including VARs and Distributors, with experience in common partnership models (sell with, sell through, sell to)
- Proven understanding of modern enterprise security products and familiarity with leading vendors in product categories like firewalls, endpoint detection and response, and SIEM
- Capable of guiding partners through brief product demos using consumer-grade web application UIs to showcase Expel's offerings to customers
- Proficiency in enterprise and sales efficiency technologies such as Google Suite, Office365, Slack, Zoom and Salesforce
- Knowledgeable about technology innovations and trends in medium to large enterprises
- Encouraged business travel of approximately 25-50% annually
- Bachelor’s or postgraduate degree strongly preferred
- Ability to effectively communicate Expel’s value proposition to VAR partners and understand their challenges and needs
- Extensive knowledge of the managed security market, competitors, and customer challenges
- Proficiency in engaging with partners to assess their willingness to engage in enablement activities
- Skilled at working with senior leadership to develop business plans and promote accountability among collaborators
- Excellent presentation skills adaptable to diverse business and technical audiences
- Familiarity with partner procurement processes and common deal-closing challenges
- Understanding of various business functions like marketing, PR, and finance
- Strong verbal and written communication skills for effective collaboration
- Analytical prowess and adept problem-solving abilities
What the job involves
- We are seeking a Sr. Partner Sales Manager to drive our global partner sales team
- Collaborate with the Head of Channels & Alliances to establish strong connections with VARS in your territory
- Lead VARS through their journey to success with enthusiasm and strategic expertise
- Your role isn't just about hitting sales quotas; it's about crafting dynamic success plans that empower our partners to thrive
- From developing GTM strategies to driving sales plays, you'll be the mastermind behind each step of the journey
- Lead the Reseller partner journey, coordinating all aspects from recruitment to ongoing relationship management. Ensure success through training, enablement, and careful planning
- Guide partners through the Partner Success Journey to achieve co-selling & co-marketing success
- Be the authority on reseller partners in assigned territory, collaborating closely with the Expel sales team
- Coordinate partner-related activities and communication to meet quarterly goals, including Sales, Technical, and Process training delivery
- Collaborate with the Partner Marketing Team to improve market coverage through partner promotions
- Motivate partners to outperform monthly goals through recognition and goal-setting, nurturing a collaborative performance culture
- Support field sales in identifying partner training needs and new partner opportunities during Territory Management & Planning Reviews
- Facilitate strategic account planning sessions and maintain an ownership mentality to nurture enduring, mutually beneficial partnerships
- Cultivate strong internal relationships to keep Sales and the wider team informed about partner progress and challenges
Salary benchmarks
Our take
As ransomware and hacking threats rise, identifying and resolving breaches in security must be done quickly. Lack of transparency in cyber-security makes it difficult for engineers to detect, understand, and fix the issues as fast as possible. Expel is aiming to redefine what a security operations center and managed detection service looks like in the modern age.
Though the company faces competition from the vast number of cybersecurity platforms, Expel positions itself as a viable alternative to the service delivery model of managed security service providers (MSSPs) by offering a comprehensive management platform that connects to its customers’ tech remotely through APIs, providing fast detection and clear solutions.
Having reached unicorn status, the company is establishing more of a presence in the European and Asia-Pacific markets, capturing business in Canada, the United Kingdom, Australia and Singapore. Its most recent funding will be used to accelerate sustainable growth and continue its international expansion, as well as push forward with go-to-market initiatives.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Oct 2022
$31m
SERIES E
Nov 2021
$140.3m
SERIES E
Total funding: $288.8m
Company benefits
- Flexible work hours and locations
- Unlimited time off - includes vacation, personal days, and an annual company-wide restorative day
- 24 weeks parental leave when you, your spouse or your domestic partner gives birth to a child, adopts a child or becomes a foster parent (first 12 weeks paid)
- Military leave
- Paid annual conference - we reimburse you up to $2,500 to attend at least one conference every year that helps you move your career forward
- One month sabbatical after hitting your 5 year anniversary
- Zero-meetings week each quarter - where all Expletives are challenged to reduce the number of internal meetings on their calendar all the way to zero
- Medical insurance through the Cigna Open Access Plus HRA plan
- Dental & vision insurance through Guardian
- Team touchdowns - Expel Teams are encouraged to come together quarterly for planning, for connecting, for energizing and maybe a little fun
- Fitness stipend
- Cell phone stipend
- Employee Assistance Program
- Telemedicine (Cigna’s Telehealth Connection)
- Access to the popular mental health platforms, Ginger and Talkspace
- BenefitHub - a web portal where Expel employees can enjoy discounts, cash back rewards and perks on thousands of brands in a variety of categories!
- Retirement 401(k) account provided by Principal
- Health Reimbursement Arrangement (Cigna)
- Flexible Spending Accounts
- Student loan refinancing
Company HQ
Herndon, VA
Articles
Leadership
Dave Merkel
(CEO)Previous CTO of both FireEye and Mandiant (also VP, Products and Threat Management Services). Previously worked as the Senior Technical Director at America Online and for the US Air Force as an Assistant Chief of Intrusion Invasions.
Justin Bajko
(VP of Strategy & Business Development)Previous Managing Director (MCIRT Operations) at Mandiant and Senior Manager of Global Security Analysis at Symantec. Previously worked as a Network Administrator at Clinical Trial Management Services, and was a Network and Systems Administrator at MiniFibers.
Yanek Korff
(Chief of Staff)Previous COO at Expel. Current Board Member at ThreatSwitch and Investor at Berg Capital Group. Previous Member of the Technical Advisory Board at Ntrepid Corp and CP an CTO at FireEye.
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