(Senior) Channel Manager - Strategic Cybersecurity Partnerships
Fully Remote Dallas, TX
Description

Binary Defense, headquartered in Stow, Ohio, is a rapidly growing cybersecurity software and services firm with solutions that include best-in-class Managed Detection & Response powered by a Managed Open XDR platform. The company has a 24/7 Security Operations Center that monitors their own proprietary managed EDR software as well as supporting leadings network, cloud and identity solutions. Advanced threat hunting, defense validation and counterintelligence services provide additional layers of security. Our expert security staff and technology help shield businesses from cyberattacks.  


Binary Defense is a fast-paced business that enjoys a relaxed culture (from anywhere in the continental United States) and flexible remote work options. For the fourth year in a row, Binary Defense has been recognized as one of the fastest-growing private companies in the US on the Inc. 5000 list! At the 2022 Greater Cleveland Partnership’s “Best of Tech Awards,” Binary Defense was recognized as the “Best Technology Solution” for the third year in a row. We’ve also been named “North American Partner of the Year” by AT&T Cybersecurity, providing best-in-class SIEM technology and service.  Binary Defense recently completed a $36 million growth equity round of funding from Invictus Equity Partners to accelerate our growth and technology and service delivery offerings.


The (Senior) Channel Manager will be responsible for the implementing the GTM strategy and direction of Binary Defense’s Channel partnership and marketing programs. This role will be developing and managing partners to accelerate Binary Defense growth through strategic partnership agreements with Managed Security Providers (MSPs), Value-Added Resellers (VARs) and System Integrators (SI). This position will be reporting to the Vice President of Channel Sales.


The role will drive alignment and collaboration with Sales, Marketing, Solutions Engineering and partner training/enablement teams to build pipeline, achieve revenue goals and partner recruitment activities. The (Senior) Channel Manager, will build a compelling business development strategy that aligns to the overall strategic initiatives set forth by Binary Defense, fueled by a market driven innovation agenda, resulting in measurable business growth.

 

Key Responsibilities

· Responsible for driving strategy and revenue growth within assigned target customer base to meet or exceed assigned quota

· Develop, communicate, implement and manage a channel marketing strategy for the assigned channel type

· Engage with the key MSPs, VARs and SIs and get immersed in their programs and their pursuit of business solutions in those larger programs

· Manage the business plans for each of the category partnerships and executive partner business reviews

· Develop the marketing programs required to execute the mutual plans for short and long-term pipeline and revenue growth targets

· Keep a pulse on channel partner trends and drive marketing excellence across the organization

· Organize and execute campaigns through internal resources and external vendors

· Collaborate with sales leaders and teams to provide partner opportunities that add value to our current customers, identify incremental customer opportunism and assist in current sales pursuits directed by the customer or Binary Defense direct sales teams

· Establish onboarding repeatable processes and procedures for sales, marketing and technical enablement to create a positive customer experience 

· Engage with Partners, establish monthly/quarterly business reviews to achieve the mutual objectives established

· Maintain accurate tracking mechanisms and analysis, action plans for management insight

· Measure and report on the effectiveness of sales enablement investments

· Create and maintain channel segmentation and key persona analysis for each segment

· Develop proposals, business cases and ROI model for and with partners

· Serve as a highly visible internal evangelist and be the “Voice of the Partner” to the marketing, sales and transformation organization

· Other duties as assigned by VP of Channel Sales

Requirements

 

· Ideal candidates will have a demonstrated track record of success in developing and implementing a comprehensive channel sales strategy in a high growth, company with a comprehensive go to market ecosystem

· Ability to describe the value proposition and competitive landscape of Binary Defense, to our partners, and customers

· Proven record of working with executives to translate product and strategic roadmaps into action

· Significant experience directly with accounts/partners in the region as defined by Binary Defense

· Deep understanding of Partner’s business, strategy, operations, technology and goals

· Competency in contract negotiation from the high-level goals to the last detail.

· Ability to manage internal and external resources to deliver results that exceed expectations.

· Strong network of industry relationships with potential partners, competitors, customers and thought leaders

· Strategic thinker with technical background or related experience who can blend technology and business strategy to develop compelling plans for joint solutions

· Demonstrated record of delivering quality results with supporting metrics

· Superior presentation and communication skills

· Strong leadership and influencing skills


Education/Experience

· A Bachelor of Arts or Science Degree is required, or equivalent experience. 

· A minimum 5 years of related experience is required to be considered for this position.

· Experience in cybersecurity

· Demonstrated success and experience leading internal teams towards a common vision/strategy 

· Ability to travel 30-40%.


To be considered for a Senior Channel Manager, the following additional requirements must also be met.

· A minimum of 15 years of related experience is required

· A minimum of 5 years in cyber security 

· Experience with large distribution and strategic partnerships

· Ability to travel 50% - 60%



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