Channel Account Manager (emea)

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report Contrast recognized for its innovation in Runtime Security

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

About the Position

We are looking for a talented, passionate, and driven Channel Sales Manager in the UK interested in joining our global channel team to help take Contrast Security to the next level. This unique position requires a multi-talented, goal-oriented individual to be engaged, aligned, and accountable to the overall UK channel strategy. The role will report to Global Channel Leadership with a strong dotted line to the VP of Sales (UK). (Applicant must be located in the United Kingdom - London Preferred)

Responsibilities

• Design, develop, and execute a partner strategy that drives the Enterprise, Commercial, and Public Sector Accounts by incorporating a comprehensive recruitment, enablement, and marketing plan against new and existing partners
• Lead and coach the UK team in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Contrast footprint across the EMEA Market in alignment with the UK Sales team(s)
• Ensure Ethe UK Channel strategy aligns with Contrast Global channel and sales strategy to drive top-line revenue growth
• Actively lead and drive the recruitment of all new and appropriate channel partners in the UK Space and develop the Contrast partner ecosystem while driving executive-level relationships within the various partners
• Drive the team by developing and executing a joint value proposition for each partnership and communicating internally and externally. Build business plans with timelines, success metrics, and planned activities to achieve goals
• Quarterly (if not more frequent) updates to Contrast management regarding partner issues, success, and updates
• Contribute as a member of the channel leadership team globally in the ongoing development and execution of the partner growth strategy
• Meet or exceed revenue targets as directed by Global leadership
• Manage objectives across the UK and communicate results to the leadership team
• Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes
• Define mutual goals and objectives based on overall company strategy and drive the team to build awareness and support of the comprehensive strategic benefits of the channel
• Evangelise company products in conjunction with strategies to recruit key alliances/partnerships and adjacent routes-to-market
• Provide financial analyses, long-range forecasting, and analysis studies associated with potential alliances/partnerships and routes-to-market
• Establish metrics to assess the sales impact of the partners in the marketplace and the overall success of the UK channel
• Monitor competitor activity in accounts, implement strategies to maintain account ownership, and block competitor advancement
• Effectively manage objectives, drive accountability, and provide strategic and tactical directions for Contrast in all aspects of channel enablement, marketing, and sales within the geography

Qualifications

• 8+ years working with large resellers/distributors in the EMEA and UK space and an understanding of their structure and go-to-market strategies
• Experience working for / or with Security Software Companies
• Strong track record of scaling a business and ability to successfully build and manage a partner Go-to-Market model within the UK market
• Understanding of Partner Programs and contracts associated with them
• Excellent analytics skills and accountability, Salesforce.com experience a plus
• Travel throughout the UK as required
• Preferably bilingual with English and German or French

We are focused on building a diverse and inclusive workforce. We encourage you to apply if you’re excited about this role but do not meet 100% of the abovementioned qualifications. What We Offer

• The onboarding, training, and tools to allow you to excel from day one
• A team who are generous with their knowledge and time, who work collaboratively and provide each other a platform to succeed
• A competitive salary package that includes stock options