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Director of Channel Partnerships

Company: 5thColumn
Location: Chicago
Posted on: April 10, 2021

Job Description:

Company Overview

Located in Chicago, IL, 5thColumn is a Security Focused company delivering next-generation threat protection and operational assurance to the modern, digital enterprise. As true technology practitioners, we have aggregated over a century of expertise in order to answer the call and finally address deficiencies in the markets approach to cybersecurity and risk management / governance. Our mission is to deliver actionable business intelligence that empowers business leaders and operators to make informed, intelligent decisions with details including risks, rewards, impacts, timelines, and TCO.

Position Description

5thColumn is looking for a highly motivated Director of Channel Partnerships to drive our partner strategy and build a network of channel partners. The position will be an extension of the sales organization by driving account and vertical alignment within partners to drive net new logo acquisition. A successful candidate will possess a strong business acumen, leadership experience, and partner management experience. We are looking for an experienced sales leader with an established network of partners to whom they have successfully driven sales of other cyber security products and solutions. This position is an Individual Contributor and reports to the Chief Revenue Officer.

Required Qualifications

  • Bachelor's degree or equivalent experience
  • At least 5 years of experience in high-tech industry, preferably SaaS
  • 10+ years of experience selling cyber security products and solutions
  • Must possess strong cross functional leadership and excellent communications skills to drive consensus across groups both internally and within the partner organization/s.
  • Has strong written and verbal communication skills and be able to clearly and effectively articulate 5thColumn's value
  • Has the ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues
  • Experience managing resellers, particularly in cybersecurity
  • Established network of channel partners
  • History of driving material revenue and meeting sales targets
  • Knowledge of the cyber security landscape and the various products/solutions in market
  • Disciplined user of company CRM/PRM
  • Strong self-driven time management and prioritization abilities
    Responsibilities:
    • Regular interaction with Partner principals, executives, and sales and sales management at existing and prospective re-sellers
    • Conduct regular sales training presentations with partner sales teams to ensure they understand and can articulate 5thColumn's value proposition
    • Work with the marketing team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
    • Assist with driving pipeline, sales qualification, and closing of business
    • Define and deploy business plans to deepen our traction with existing channel partners, reviewing and re-assessing quarterly.
    • Develop and execute a strategy for recruiting new channel partners as needed to support growth
    • Maintain up-to-date knowledge of 5thColumn's competitive positioning in the marketplace
    • Meet or exceed channel quotas
    • Oversee relationship building activities and account mapping activities between 5thColumn's sales organization and partners
    • Regularly interact directly with partners and customers
    • Provide weekly reports on pipeline and revenue tracking and forecasting
    • Is the primary liaison between 5thColumn and the channel partners and responsible for the successful growth of revenue and client impact for both parties.
      5thColumn LLC is an Equal Employment Opportunity employer. 5thColumn conducts all employment-related activities without regard to race, religion, color, national origin, age, sex, marital status, sexual orientation, disability, citizenship status, genetics, or status as a Vietnam-era special disabled and other covered veteran status, or any other characteristics protected by law. 5thColumn LLC participates in E-Verify and will confirm work authorization for candidates residing in the United States.

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Keywords: 5thColumn, Chicago , Director of Channel Partnerships, Executive , Chicago, Illinois

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