Job description
Who We Are
Legato Security Partners is an information security firm founded upon the belief that every organization has the right to keep its data private and secure. Our mission is initiative and advantage on the cyber playing field by building close partnerships with our clients, serving them not as just a vendor, but as trusted advisors helping to build effective, proactive plans. Our focus is always on both the technical and human elements within an organization. We believe in comprehensive strategies designed to harden networks, deflect attackers, and rapidly recover from any accidents. As technology progresses, so too do our tactics, ensuring our experts are always prepared to serve forward-looking leaders eager to stay ahead of emerging threats.
Legato Security Partners continually delivers a higher-quality, technology agnostic security services to a broader range of customers. This delivery is characterized by prompt, candid communication and sophisticated automation. To accomplish this delivery, Legato Security proactively invests in, trains and rewards the core of its operations: the people that show up every day and make the company what it is.
Position Overview
Legato Security is seeking a full time Channel Development Manager. This is an exciting role based as a remote position. The Channel Development Manager will contribute to our team and success by identifying and establishing strong relationships with channel partners to generate revenue and opportunities. The Channel Development Manager will develop Legato relationships with System Integrators, Value-Added-Resellers, MSPs, Referral Partners, and other channel opportunities.
The Channel Development Manager will also work with the Legato Field Sales team [Regional Sales Executive] to ensure the appropriate lead handoff and sales motion between Legato and the channel partner.
The Channel Development Manager will become an expert at establishing key stakeholder relationships and collaborate with technology vendors and partners. The person will also become proficient in SIEM platforms, including, Sumo Logic, Securonix, and Splunk. In various End Point Platforms, including, Crowd Strike, Carbon Black, and Sentinel 1. And various firewall administration, including, Palo Alto, Cisco and Fortinet.
The position reports to the Vice President, Sales and will play a strategic role providing real-time market information to key stakeholders within the business to help Legato continue to grow.
Specific Job Responsibilities
- Recruit, enable and manage partners in the United States.
- Develop a cohesive and strategic business plan for the partners and execute effectively against the plan
- Build strong working relationship between Legato/sales, Solution Architects, Customer Success, Operations, and channel partner
- Design and support channel partners with co-branded marketing/sales collateral
- Work with channel partners to generate prospective leads, build pipeline, and clients through channel campaigns and account mapping.
- Initiate lead generation programs with partners
- Achieve against a set of pre agreed sales targets and KPI’s/MBO’s on a monthly/quarterly/annual basis
- Track/monitor/support partner pipeline
- Ensure consistency in terms of the Legato’s channel sales strategy and execution
- Respond to partner requests and Interact with Legato field sales teams to ensure proper routing of leads from the channel partner
- Capture accurate and complete partner information and client lead data in Legato CRM
- Evangelize and articulate Legato value proposition to channel partners
- Maintain general knowledge of other service offerings within Legato Security
Requirements
- Bachelor’s or higher is required, preferably in Information Technology or Business, or equal work experience.
- Relevant partner experience highly required
- At least 5 years enterprise selling experience and 2+ years of experience managing channel partners in cybersecurity
- Experience in facilitating the onboarding and enablement activities for channel partners
- Effective and organized with channel planning
- Proven success in consultative/solution-based selling
- Proven success in new establishing new partner relationships and partner pipeline creation
- Salesforce, CRM experience desired
- Must posse strong communication skills
- In depth knowledge of business drivers related to channel and customer needs (pain points)
- Effective interacting and relationship building at senior levels as well as technical levels within the partner environment
- Self-Starter with the ability to quickly learn and apply in the field
- Ability to thrive in a team selling environment
Perks
- Start-up company in a growth phase with opportunity for advancement based on performance
- Start-up culture with an office in downtown Salt Lake City, UT
- Competitive medical and dental benefits for employee and family members
- Other company-provided benefits such as short-term disability, basic life insurance, children’s orthodontia, with additional voluntary benefits available, and 401(k) match
- Flexible Paid Time Off policy
- Professional Development opportunities specific to role
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