About the Role
Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.
Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.
Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.
Work closely with partners and customers to drive POCs and POVs.
Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.
Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
Develop relationships internally with key stakeholders.
Engage and present at multiple levels within a partner account including customer stakeholders.
Develop account and opportunity plans to improve channel partner strategy.
Maintain partner and customer satisfaction.
Develop relationships with our channel and service partners to create strategic opportunities.
About You
5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.
Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.
Ability to manage the sales process (MEDDPICC) and negotiate contracts.
Deep knowledge of the customer’s requirements and security challenges.
Strong business acumen and ability to build channel partner and customer relationships. Must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
3-5 years’ experience with Salesforce and Clari
Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.
Company Benefits and Perks
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.
Retirement Plans
Medical, Dental and Vision Coverage
Paid Time Off
Paid Parental Leave
Support for Community Involvement
We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
Our Commitment to You
At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.
Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.
Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.
