Channel Account Manager, ReversingLabs
East
$130-140k
Plus performance-based bonus or commission and equity
Threat intelligence solution
Be an early applicant
Threat intelligence solution
201-500 employees
Be an early applicant
$130-140k
Plus performance-based bonus or commission and equity
201-500 employees
Company mission
To analyze and secure every enterprise software package, container and file, at the speed of business.
Role
Who you are
- A disciplined and proven customer-centric sales process
- Demonstrated Channel Sales experience with a track record of exceptional achievement
- Experience in a complex sales environment, managing large, visible, demanding customer accounts
- The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done
- The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles
- The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative
What the job involves
- You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships
- The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and ReversingLabs, and will provide a administrative oversight, act as an advocate of ReversingLabs within the strategic partner ecosystem, and act as an advocate of the partner within ReversingLabs
- The ideal candidate will establish deep relationships with key strategic partner stakeholders, and in collaboration with the local channel sales directors & regional sales directors manage to jointly develop business objectives and action plans, engage in strategic sales opportunities, and ultimately drive profitable revenue growth for both ReversingLabs and our partner(s)
- Two main focus areas will be to drive new channel relationships into the Regional Channel Manager territories, and to collaborate with the regional sales directors to find partners/relationships within the targeted account list
- Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s)
- Identify key initiatives and targeted sellers associated
- Develop marketing and technological activities to support initiatives in the field
- Assist with and monitor execution of field plan activities
- Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders
- Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
- Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary
- Perform quarterly business review (QBR) with assigned strategic partner(s)
- Overall sales and revenue performance against strategic partner target(s)
- Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)
- Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)
- Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)
- Sales/Revenue breakdown (examples)
- Seller Participation
- Product
- Contract Term
- New Logo Attainment
- Large Deal Quantity
- Develop national/regional market coverage plans and initiatives
- Drive recruitment initiatives where applicable for underdeveloped markets
- Develop onboarding programs and strategies
- Strategic sellers – work with channel manager on general onboarding process
- Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. material
Our take
In the world of cybersecurity, a good offense makes for a good defense. Active malware detection programs can greatly improve threat detection and elimination, saving time and money. ReversingLabs offers unprecedented threat detection and analysis to combat the latest intelligent cyber attacks.
ReversingLabs' active decomposition technology allows a full-scale analysis of all incoming content to identify any potential threats. Users can verify the software supply chain, hunt malware threats continuously, and prevent phishing and email attacks. The company's approach to actively combating malware attacks has attracted a variety of big-name customers, including Cisco, JPMorgan and Motorola.
ReversingLabs has garnered impressive amounts of funding to date, allowing it to advance within the rapidly growing cybersecurity market. With the cybersecurity industry needing to accommodate limited security budgets while providing scalable, agile and efficient security features, ReversingLabs joins competitors TDi Technologies, Claroty and Lastline in developing effective, future-proof platforms.
Freddie
Company Specialist at Welcome to the Jungle
Insights
20% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Aug 2021
$56m
SERIES B
Apr 2020
$10m
SERIES A
Total funding: $91m
Company benefits
- Paid vacation and sick leave
- On-the-job training, tech talks, personal training and development
- Flexible work schedule
- Free snacks and beverages
- Commuter benefits
- Employee referral bonus program
- Company events & activities
- Medical with deductible reimbursements
- Employer paid dental, vision, disability & life insurance
- 401k
- Flexible Spending Accounts (health & dependent)
- Quarterly (3 day) Wellness Weekends
- Pet insurance
- Opportunities for advancement
- Innovative and collaborative work environment
Company HQ
Kendall Square, Cambridge, MA
Leadership
Mario Vuksan
(Founder & CEO)Mario worked as a Software Engineer for 4 years before spending almost 5 years at Groove Networks. They spent over 3 years at Bit9, leaving their Director of Research position in December 2008 to found ReversingLabs the following month.
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