Channel Account Manager

TEAM: GLOBAL CHANNEL

LOCATION: UNITED STATES

Description

ThirdPartyTrust is a Chicago based cybersecurity SaaS company that helps enterprises measure and monitor third-party risk and related cyber threats. Clients like AbbVie, Travelers, US Foods, American Family Insurance, and many others are managing risk across thousands of third-parties utilizing our technology. The company’s top-line revenue has tripled over the past 12 months and we recently closed a Series A ($4.5M) round of financing. ThirdPartyTrust is on an aggressive path to growth.

Job Summary

ThirdPartyTrust is a 100% Channel Sales organization and we are accelerating the growth of Annual Recurring Revenue through alliance and channel partners. One of the things that makes ThirdPartyTrust unique is that the platform powers a managed service for both Optiv and Guidepoint. The Channel Account Manager is primarily responsible for net new business generated by a set of named partners, including but not limited to SIs/VARs, MSSPs, and OEMs. This person is also responsible for facilitating ThirdPartyTrust’s “sell with partners” motion as an interface between our Account Executive team and named partners. Success comes by optimizing our joint GTM that results in new pipeline, ARR growth, and market share gains.

Main Responsibilities

• Drive new subscription sales through named partners.
  • Proactively solicit, identify and facilitate partner opportunities.
  • Motivate/inspire partner enthusiasm for ThirdPartyTrust, its market vision, and its product to stimulate aggressive selling.
    • Focus on “What’s in it for them,” for the partner sales execs. Why should a partner sales exec work with ThirdPartyTrust (Partner rep “win” stories).
  • Conduct 3+ weekly training, enablement and account mapping exercises with partner sales representatives.
  • Develop strategies with partners that align with their go to market to leverage their customer relationships, grow pipeline and accelerate sales cycles.
    • Identify use cases for partner markets/verticals.
    • Provide coaching on how and where to enter accounts.
    • Ensure that ThirdPartyTrust is aligned with how Partner sales reps earn commissions.
  • Expand and deepen relationships with partner sales management and executives
  • Sponsor or participate with partners in tailored sales events targeted to building customer mindshare and generating leads.
• Work with the ThirdPartyTrust territory sales team.
  • Collaborate with ThirdPartyTrust Account Executives to ensure positive and consistent working relationships with partners.
  • Co-ordinate “sell with partner” opportunities with the Account Executive and partner sales representative.
  • Co-ordinate partner generated opportunities with the Account Executive and partner sales representative.
  • Collaborate with Account Executives on forecasting and updating partner opportunities.
  • Keep the Account Executive team apprised of strategic partner capabilities, typical customer profile, geographic coverage and sales engagement tactics.
  • Reinforce with the Account Executive team the benefits of working with partners.
• Enable named partner success with the ThirdPartyTrust solution.
  • Continuously develop partner solution knowledge bases with Channel Marketing Lead to ensure self-sufficient selling (e.g., customer “problem” awareness, ThirdPartyTrust benefits and differentiated features, target markets, target personas, accessing ThirdPartyTrust resources, etc.)
  • Work with the Channel Marketing Lead to develop go to market initiatives to drive new deal registrations.
  • Develop mindshare with activities including training, strategic planning, progress reviews, marketing, PR, demand generation and event participation.
• Additional responsibilities.
  • Recruit and onboard partners which fill gaps in our current coverage.

Qualifications

• BA or BS Degree or equivalent
• Ability to work in a fast-paced environment, to prioritize effectively, and to apply critical thinking and good judgment.
• Exceptional verbal and written communication skills with the ability to conduct sales presentations and interact effectively with team members and customers at all levels.
• Strong personal drive, passion, enthusiasm and ethics.
• Ability to travel to events and meetings (30%).

Experience

• 5-7 years Channel experience in a Cybersecurity software company
• Existing Guidepoint and Optiv relationships

This is a full-time position. All offers of employment at ThirdPartyTrust are contingent upon clear results of a thorough background check. Background checks will be conducted on all final candidates during the application process.