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Channel Sales Manager ANZ

COMPANY OVERVIEW

Thycotic, a global leader in IT security, is the fastest growing provider of Privileged Account Management solutions that protect an organization’s most valuable assets from cyber-attacks and insider threats. Thycotic’s award winning cyber-security solutions minimize privileged credential risk, limit user privileges, and control applications on endpoints and servers.  

  • We have over 7,500 customers worldwide ranging from small IT shops to Fortune 5 companies.
  • Rated #1 in customer satisfaction, achieving a 99% customer satisfaction rating year-over-year.
  • Among Inc. 5000 Fastest Growing Companies with 247% annual growth over the past 3 years.

For more information, please visit www.thycotic.com

This position can be based in Sydney, Canberra or Melbourne area.

POSITION SUMMARY

This role is responsible for building, maintaining and managing sound relationships with current and prospective channel partners. The Channel Sales Manager acts as a liaison between the vendor and partner. He facilitates growth by helping to identify new business opportunities and is responsible for helping partners sell solutions to existing or prospective clients. A close working relationship with marketing, support and internal sales teams is required.

KEY RESPONSIBILITIES

  • Build productive and profitable working relationships with partners
  • Recruit, develop and manage channel partners in collaboration with distributor
  • Identify and contact potential partners for new business opportunities
  • Monitor partner performance, isolate and solve issues
  • Address partner concerns and queries promptly and ensure partner satisfaction
  • Coordinate with partners to prioritize, plan and manage business activities
  • Organize and attend regular partner meetings
  • Lead business review and revenue forecasting activities in collaboration with distribution
  • Work collaboratively with partners on opportunities to build successful Sales cycle and closure of business.
  • Update and maintain pipeline within SFDC
  • Forecast opportunities on regular weekly basis.
  • Prospect sales visits supporting partners where required.
  • Ensure high customer retention level via channel partners
  • Support channel partners with direct deal involvement if applicable
  • Work with cross-functional teams to develop business strategies for lead generation
  • Work with development, marketing and services teams to achieve revenue goals
  • Collaborate with channel marketing on promotions and regional content
  • Identify and attend relevant regional events together with partners
  • Provide weekly forecast information internally
  • Ensure partners fulfill requirements as per latest partner program
  • Organize and/or lead regular training sessions for partners
  • Develop success business plans with each partner and agree targets as per partner program
  • Enable partners to forecast on a regular basis
  • Lead pipeline calls with partners
  • Review and revise success business plans together with partners and distribution
  • Manage regional partner rewards and incentive programs if applicable
  • Key account management for Top 5 partner accounts

REQUIRED SKILLS & EXPERIENCE 

  • 3+ years of relevant experience or equivalent combination of education/work experience.
  • Strong knowledge of Channel sales model, is able to identify how Thycotic products align to reseller and customer requirements.
  • Sells consultatively – Ability and experience to communicate effectively to engage clients in discussions that result in new business
  • Uses customer research – Ability to uncover, identify and leverage published and internal customer information.
  • Ability to deliver presentations and sales training

Working Conditions:

This position is based remotely within the ANZ region, however there is an expectation to travel at least 2-3 days a week for client/partner meetings.

 

Thycotic is an Equal Opportunity Employer and does not discriminate on the basis of race, ancestry, national origin, color, religion, gender, age, marital status, sexual orientation, disability, or veteran status.

Upon conditional offer of employment, candidates are required to complete a criminal background check and drug screen per Thycotic employment policy.

 

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