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Federal Channel Account Manager
ReversingLabs
Sales & Business Development
United States
Posted on Dec 21, 2024
At ReversingLabs, our software supply chain security and threat intelligence solutions have become essential to advancing cybersecurity maturity around the globe. We're on a journey to expand adoption and accelerate growth by hiring top talent across the security industry.
Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.
Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game-changing opportunity to help forge this transformational journey at ReversingLabs.
You, as the Federal Channel Account Manager, will leverage channel partners to drive growth and sales productivity. You will drive collaboration and engagement with partners via account mapping sessions, develop Partner Account Plans, partner with marketing to execute channel-marketing events, recruit and onboard new partners, and support the sales teams that you are mapped to. You will build strong relationships with key information security channel partners throughout the region, including both National Partners and local headquartered regional partners. You will also have strong written and verbal communication and presentation skills and be able to clearly and effectively articulate ReversingLabs value, and help partners understand how ReversingLabs will be critical to their business growth and strategic initiatives.
What You Will Do
- Build and maintain strong, mutually beneficial relationships with Federal channel partners
- Recruit new Federal partners .
- Act as the main point of contact for Federal channel partners and address their needs and concerns
- Train and educate channel partners on ReversingLabs products, services and sales strategies
- Assist in developing sales and marketing strategies to drive partner-led sales
- Monitor and assess the performance of channel partners against predefined sales targets and KPIs
- Work with channel partners to develop and manage sales pipelines
- Stay informed about market trends, competitor activities and industry developments
- Address any conflicts or issues that may arise between the company and channel partners
- Prepare sales forecasts and reports for senior management
- Other duties as assigned
What We Are Looking For
- The ideal candidate will have Federal Channel Sales experience including knowledge and experience working with 2-tier distribution.
- The ideal candidate must have a technology background that includes but not limited to - application security, SOAR, SIEM, SOC, EDR, TPRM.
- Self motivated team player.
- Prior experience selling the Security Orchestration platform and SIEM solutions into the SOC is a plus.
- Prior startup experience is also a must to be most successful in this role
- Proven experience in Federal channel management, partner relationships or sales
- Expertise in managing sales opportunities from prospect to closure
- Demonstrated ability to forecast and manage information using SalesForce.com
- Extensive contacts in the information security field
- Ability to manage multiple high priority tasks to successful completion
- Ability to work in a fast paced, geographically dispersed organization
- 4 Year Bachelor of Arts or Science degree preferred
- 5-6 years successful experience in security software industry
- Ability to travel as needed to meet with channel partners