Channel Manager – International

Reporting to the Sr. Director, Global Partnerships, is responsible for developing and managing international channel partners and driving business growth for Cofense. This position is responsible for achieving partner-sourced new logo lead generation, profitable sales and renewals, and partner recruitment and enablement objectives.

Essential Duties/Responsibilities

• Meets assigned targets and objectives by driving profitable sales volume (new, upsell, cross-sell, expansion, renewal) through strategic partnerships in assigned accounts.
• Establishes productive and professional business relationships with key personnel in key International channel partner accounts.
• Identifies and recruits new channel partners to assess their capability and fit, establish relevant partner agreements, represent the partner program, and develop plan for enablement.
• Coordinates Cofense resources to enable readiness and adoption among partner and Cofense sales to create incremental opportunities.
• Coordinate sales campaigns, marketing efforts, event participation and sponsorship with partners, representing or speaking at joint partner or industry events
• Engage with the resellers weekly and through quarterly business reviews to ensure we foster the relationship to meet joint business objectives from the partner business plans.
• Enforce partner engagement accountability via Salesforce activity logging.
• Proactively assesses, clarifies, and validates partner(s) needs on an ongoing basis.
• Assists our direct sales rep(s) with account mapping and ordering processes.
• Manages potential channel conflict through excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption while keeping top of mind of company programs among assigned partners.
• Completes partner account planning sessions that meet company standards.
• Achieves assigned sales quota and profitability in designated partner accounts.
• Continually growing pipeline opportunities.
• Maintains high partner satisfaction ratings that meet company standards.
• Provides weekly activity reviews highlighting performance to plan results and plans to close any Gaps.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Other duties as assigned.

• Ability to travel up to 50% in the region
• Excellent verbal and written communication skills

• Four year college degree from an accredited institution preferred
• Minimum five years of channel sales experience in a business-to-business sales environment within the information security sector.