Channel Manager

**Our ideal candidate will reside in the local Denver area.

We are seeking Expressions of Interest from experienced Account Executives.

Company Profile:

Prophecy Americas, Inc. is a subsidiary of the Australian-traded software development Company Prophecy International.

The Snare cybersecurity product suite is a highly scalable platform of Centralised Log Management and Security Analytics products designed to enable customers to detect and manage cyber threats in real-time and maintain regulatory compliance.

Prophecy is trusted by a broad spread of blue-chip clients across the banking, healthcare, government, defense, utilities, transport, manufacturing, retail and energy sectors. Its software products, emite and Snare, are deployed at more than 4,200 sites globally, with a customer base including some of the world's most powerful brands.

Prophecy operates globally from Adelaide and Sydney in Australia, London in the United Kingdom, Denver in the USA and Manila in the Philippines.

Role Puprose:

The Channel Manager plays a large role in the development and maintenance of CS ecosystem, distributor channels and consulting channels, with a focus on market saturation and delivering a solid return for the organization. A keen eye for market trends, evaluating competitor threats, opportunities, ability to foster communication with resellers, and create strategic plans for growing market share aid in the success of this role.

It is important for this role to understand the economics of each partner’s business and be able to link the partners business objectives with the company’s own objectives for mutual benefit. The Channel Manager will work closely with the Snare Sales Team, including other Channel Managers and Marketing to ensure that promotions and activities support sales plans.

Accountabilities and Key Result Areas:

• Grow current OEM / MSSP / Partner relationships.
• *Understand the Partners position in the market and their go-to-strategy.
• *Develop and implement strategic marketing actions.
• *Keep a pulse on channel partner trends, evaluating threats and opportunities.
• *Monthly Business reviews with POC and each Partner (OEM/MSSP/Partner) we have a current contract with.
• -Make sure we are in good standing with contract.
• - Review Snare updates and how it complements the Partner’s vision.
• -Track and optimize current Partner success and work with contact on training and support for product enhancements or updates.
• * Quarterly Business Reviews with Executive Team for each Partner.
• - Review ways we can grow mutual business that aligns with Partners’ vision.
• - Work on marketing message to jointly promote Snare and how Snare supports/compliments the Partner.
• - Semi-annual face to face meetings with Executive team.
• Recruit new Partners. o Evaluate potential Partner success and saturation in market.
• *Attend trade shows and other networking functions.
• * Referrals
• Exceed quarterly and annual bookings quota, new logo objectives, goals for partner-connected sales, targets for partner deal registrations, and achievement against quarterly MBOs.
• Develop, communicate, implement, and manage a channel marketing strategy for the assigned channel type.
• Keep a pulse on channel partner trends and drive marketing excellence across the organization.
• Measure and report on the effectiveness of sales enablement investments.
• Develop proposals, business cases and ROI model for and with partners.
• Serve as a highly visible internal evangelist to the marketing, sales, and transformation organization.
• Set the strategic and tactical direction for channel marketing activities that generate revenue in region.
• Maintain accurate tracking mechanisms and analysis, action plans for management insight.
• Work with Product Management team members to influence product roadmaps (concepts, features, specifications), and develop winning strategies for the channel.
• Support the Sales organization by developing and delivering materials (including competitive landscape analysis, channel trends, product portfolio, new product details), to achieve best-in-class channel execution.
• Manage and assist in the development and delivery of lead generation activities such as web pages, compliance, content, customer testimonials and outbound campaigns such as webinars.
• Monitor and actively drive improvement on the communication channel through KPI's.
• Meets sales objectives by forecasting accurately and at a level that meets/exceeds sales quota.
• Identify, resolve and/or escalate the instance of non-achievement to targets.
• Establish and maintain effective relationships with team members, key people leaders (internal and external), and stakeholders using effective communication strategies.
• Perform other related duties as assigned, within your scope of practice and skill set.
• Participate in Performance Reviews, Training Via KnowBE4 Application, Career Development, and Learning & Development as required as part of the Channel Manager role.
• Follow all company policies and procedures and adhere to the Code of Conduct.
• You are both an individual contributor as well as a team member, do right by both.
• Other duties as directed by the Snare Sales Director (US) or Leadership

Skills, Qualifications and Experience:

• Bachelor's Degree preferred
• 5+ years’ experience in partner account management or relevant channel manager/sales experience
• History of strong performance against targets, particularly around successfully managing and growing channel partnerships.
• Proficiency in Salesforce and ability to analyze data and gain insights into channel performance.
• Exhibit strong leadership, problem-solving, and time-management capabilities.
• Experienced in managing multiple sales channels.
• Knowledge of search engine optimization (SEO) and search engine marketing (SEM) strategies to drive online visibility and traffic.
• Experience with customer relationship management (CRM) tools for efficient partner management.
• Proficiency in leveraging social media channels for channel communication and promotion.
• Strong spreadsheet skills for data analysis, reporting, and forecasting.
• Familiarity with data visualization tools like Tableau to present channel performance metrics.
• Basic design skills for creating marketing collateral and promotional materials.
• Understanding of business development strategies to expand channel partnerships.
• Knowledge of cloud platforms and security for efficient channel operations.
• Strong demonstrated expertise in providing back-end sales support at multiple levels.
• Proven sales campaign management abilities.
• Thrive in a culture that’s all about teamwork.
• Enthusiasm for working in a small and passionate team.
• Demonstrated experience leading projects with significant and far-ranging impact on the performance of the business in both the short- and long-term.
• Strong negotiation and contract management skills.
• Demonstrated leadership capability, including the ability to motivate others.
• Ability to communicate with all levels of an organization and manage conflicting goals.
• Proven ability to quickly learn all aspects of technical software products.
• Excellent verbal, written, and presentation skills.
• Must be able to manage expectations accurately and efficiently. A “can do” & “can do now!” attitude.
• Willingness to travel as needed to meet with channel partners and attend industry events.

The ideal candidate will reside in the local Denver area. We are accepting applications until September 1, 2024 and will contact shortlisted candidates within that time. Interested applicants are encouraged to submit their resume and answer the provided questions. A cover letter describing why you are the best fit for the role with supporting qualifications is strongly encouraged.

Job Type: Full-time

Pay: $65,000.00 - $75,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental Pay:

• Commission pay

Application Question(s):

• What is your base salary requirement?

Experience:

• partner account management: 5 years (Preferred)

Work Location: Hybrid remote in Englewood, CO 80111