Head of Channel, strongDM
DACH
€250-300k
OTE
50/50 split + equity
Manages auditable database access
Open for applications
Manages auditable database access
101-200 employees
Open for applications
€250-300k
OTE
50/50 split + equity
101-200 employees
Company mission
To simplify infrastructure access by helping companies manage and audit access to their databases, servers, clusters, and web applications.
Role
Who you are
- 7+ years of experience in channel sales or partner management within the technology sector, preferably in cybersecurity or SaaS environments. Bonus if you also engaged customers via AWS
- Proven track record of successfully building and managing relationships with channel partners and achieving sales targets in this territory
- Strong understanding of channel sales models and strategies, with the ability to identify, recruit, and enable partners effectively
- The ability to articulate technical concepts to both technical and non-technical stakeholders
- Excellent verbal and written communication skills, with the ability to present ideas clearly and persuasively
- Ability to work collaboratively with cross-functional teams to drive partner success
- Highly motivated and results-oriented, with the ability to work independently and manage multiple priorities in a fast-paced environment
- An established network of channel contacts within the technology and cybersecurity space is a plus
- Strong analytical and problem-solving skills, with a focus on data-driven decision-making
What the job involves
- As the Head of Channel, DACH, you’ll focus on expanding and strengthening relationships with security and cloud channel partners across the German, Swiss and Austrian markets.
- Your primary focus will be to build trust with our existing channel partners while recruiting new partners that fill gaps for our customers. After building a pipeline with our partners, you know that happy customers and partners are the most important measurement of success in this role
- Develop and execute a channel sales strategy focused on driving revenue growth across DACH in conjunction with our DACH sales team
- Identify, recruit, and onboard new channel partners to expand StrongDM’s reach
- Build and maintain strong relationships with existing partners, providing them with the necessary resources and support to succeed
- Collaborate with internal teams, including sales and marketing, to create partner enablement materials and programs
- Conduct regular engagement sessions for partners to ensure they are well-versed in StrongDM’s solutions and value propositions while also making it fun
- Conduct regular business reviews with partners and internal teams to ensure channel business success
- Attend industry events and conferences to network and promote StrongDM’s offerings
Our take
With cyber threats becoming increasingly common over the last decade, securing access permissions within data infrastructures is essential to enterprise survival. However, managing this task can be expensive and complicated, leading some small businesses to combine various budget open-source data services which results in insecure and convoluted infrastructures.
strongDM provides a tool for managing permissions and access within data infrastructures, achieved by ensuring information is siloed to prevent one person from accessing all parts of the infrastructure. In addition to providing these modular security features, the company also makes it easier for technical staff to access the information that they need based on one-click identity checks.
Whilst plenty of data infrastructure tools already exist with the purpose of securing permission, strongDM have made the smart move of integrating their siloed approach to auditable permissions whilst making access easier for those with permission. The company claims that its service guarantees frictionless and auditable data infrastructure by also automating access logging and data capturing across entire IT stacks. Its 2024 funding round will be used to expand its operations into the Europe, Middle East, and Africa (EMEA) and Asia-Pacific (APAC) regions. It's also setting up an engineering center of excellence in Poland.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-28% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2024
$34m
SERIES C
Sep 2021
$54m
SERIES B
Total funding: $110.1m
Company benefits
- 401k
- 3 months parental leave
- Equity
- HSA, FSA, short/long-term disability
- 3 weeks PTO + standard holidays
- Work from home opportunities
- Health insurance
Company HQ
Downtown, Burlingame, CA
Leadership
Justin McCarthy
(CTO)They worked extensively as a Software Engineer before joining CafePress.com as Engineering Manager. They were VP of Engineering at Rafter and CTO at Preact.
Schuyler Brown
(CCO)They received an MBA from Columbia before working as Assistant to the President of Miramax. They were VP of Marketing at Nomi, and a Columnist at Inc. Magazine.
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