Please review the our partial list of active New Way Search Partner openings. Management positions are highlighted for your convenience.
Title National Channel Account Manager
Categories Channel Account Managment, Software Sales
Experience Required 15+ Years
On Target Earnings (Approximate) Base – $120K+ , OTE – 240K+
Location Toronto
Job Information

We are the leading provider of security, compliance and IT operations solutions for enterprises, industrial organizations, service providers and government agencies. Our solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and IT operations. Our portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analytics.

 Job Summary:


The National Channel Account Manager develops and executes strategy for up to 10 accounts of substantial strategic importance. The National CAM is distinguished by specialized knowledge, problem solving skills, ability to influence client buying decisions, and successful track record of executing brand, expanding relationships and increasing revenue and margin.

Responsibilities:

  • Assigned to large, complex, high visibility, strategic and tactically important, accounts. Reports to the Director of Sales and serves as the primary point-of-contact regardless of accounts geographic location.
  • Develops and executes account strategy and aligns Tripwire resources to maximize sales volume and revenue.
  • Maintains contact at a high, executive level, focusing on the strategic nature of the relationship. Secures or maintains MSAs and other strategic agreements to facilitate revenue.
  • Effectively participate on virtual selling teams.
    • Develop and Execute account strategy.
    • Leverage team members’ availability, roles, and strengths and weaknesses into virtual team effectiveness.
    • Demonstrate proficiency in selling through others, team building and conflict management.
  • Demonstrate proficiency with sales process, methodologies, and systems.
    • Effectively assess opportunity potential, allocate Internal and client resources towards the right sales objectives
    • Plan and manage client interactions to align resources with clients’ strategic priorities.
    • Segment the client organization into manageable fields of play.
  • Develop multi-year account plans that reflect a shared vision with the client with clearly defined sales and relationship goals that increase account retention and revenue growth.
    • Build and maintain an account prospecting database, develop compelling reasons for clients to agree to meetings, and execute effective cold call and email campaigns.
    • Identify, qualify new and expand sales opportunities. Develop action plans that successfully sell IT staffing solutions to multiple decision makers within the client’s IT, Business and Vendor Management organizations.
    • Accurate forecasting.
  • Optimize the overall client experience by demonstrating client focus, building effective client relationships and exceeding client expectations.
    • Demonstrate knowledge and understanding the client’s IT and business organizational structure and operational processes.
    • Develop thorough understanding of strategic clients’ vertical/industry issues and trends. Demonstrate ability to match key business needs with our brand and solutions.
  • Build client loyalty as a direct result of our business integrity.
    • Build and maintain long term, trust-based relationships with key client executives and decision makers.
    • Demonstrate working knowledge and adherence with our Mission, Vision, and Values.
  • Build commitment to meeting or exceeding established revenue and gross margin goals.
    • Develop, maintain and execute business plans that deliver short term financial results while balancing a long-term stability and sustainability.
    • Leverage financial analysis into decision making, understand how financial decisions impact business success.

Required Skills and Experience

  • Bachelor’s Degree or equivalent experience. Master’s in Business is a plus.
  • 5-8 years complex sales and account management experience.
  • A proven track record of exceeding quota and management objectives in a matrix sales organization
  • Ability to sell at all levels of the client organization, with demonstrated executive level presentation skills.
  • Salesforce.com experience preferred.
  • Miller Heiman experience preferred.
  • Demonstrated experience in the areas of Solution Selling, Target Account Selling and Account Planning.
  • Demonstrated success in account management and in managing client relationships. IT Security Executives preferred.
  • Excellent interpersonal skills and ability to excel in a team oriented atmosphere.
  • Excellent written/verbal communications skills.
  • Expert use of PC and Microsoft Office programs

 

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Title Strategic Account Executive – Enterprise Security Software Company
Categories Software Sales
Experience Required 8-10 Years +
On Target Earnings (Approximate) Base $140K – OTE $280K+
Location New York, NY – Cleveland, OH – Columbus, OH
Job Information

We are the leading innovator in internal data center security focused on delivering more accurate and effective ways to stop advanced threats through real-time breach detection and response. Developed by the top cyber security experts in their field, our solutions are changing the way organizations are fighting cyber-attacks in their data centers.

We seek talented Strategic Account Executives who will help us deliver world-class security solutions within an assigned sales territory.  We promote a collaborative culture that values our customers, our people and a balanced work/life environment. We are a fast growing Pre-IPO Security Software company seeking dynamic security software salespeople with an entrepneurial spirt and desire to over achieve.

The Strategic Account Executive (SAE) develops and executes strategy on an account base of substantial strategic importance. The SAE is distinguished by specialized knowledge, problem solving skills, ability to influence client buying decisions, and successful track record of executing brand, expanding relationships and increasing revenue and margin.

Key Responsibilities:

  • Assigned to large, complex, high visibility, strategic and tactically important, accounts.
  • Reports to the VP of North American Sales and serves as the primary point-of-contact regardless of accounts geographic location.
  • Develops and executes account strategy and aligns company resources to maximize sales volume and revenue.
  • Maintains contact at a high, executive level, focusing on the strategic nature of the relationship.
  • Secures or maintains MSAs and other strategic agreements to facilitate revenue.
  • While responsible for assigned quota, account penetration and balanced sales growth are important performance measures.
  • Effectively participate on virtual selling teams.
  • Develop and Execute account strategy.
  • Leverage team members’ availability, roles, and strengths and weaknesses into virtual team effectiveness.
  • Demonstrate proficiency in selling through others, team building and conflict management.
  • Demonstrate proficiency with the company sales process, methodologies, and systems.
  • Accurate forecasting.

Desired Skills & Experience: 

  • 10+ years complex Security sales and account management experience.
  • A proven track record of exceeding quota and management objectives in a matrix sales organization.
  • Ability to sell at all levels of the client organization, with demonstrated executive level presentation skills.
  • Bachelor’s Degree or equivalent experience.
  • com experience preferred.

 

Apply Now


Title Sr. Systems Engineer
Categories Post-Sales Positions, Pre-Sales Positions
Experience Required 8-10 Years +
On Target Earnings (Approximate) Base $140K – OTE $200K+
Location Chicago, IL
Job Information

Our client is the leading innovator in internal data center security focused on delivering more accurate and effective ways to stop advanced threats through real-time breach detection and response. Developed by the top cyber security experts in their field, our solutions are changing the way organizations are fighting cyber-attacks in their data centers.

We are looking for Pre-Sales professionals who have a true passion for cybersecurity, virtualization and data center solutions, who take charge and make an impact solving customer needs.  Specifically, we seek a Pre-Sales Engineer to service accounts as part of our growing Systems Engineering team.  The Pre-Sales Engineer is a highly technical professional possessing in-depth knowledge of the cybersecurity industry as well as specialized knowledge of cybersecurity solutions, Linux and Windows file systems, IP networking and Data Center environments including virtualization and IaaS.

Activities include but are not limited to presentations/white boarding, solution demonstrations, account management, assisting customers with evaluations and benchmarks, timely follow-up to customer inquiries, and building system configurations. The ultimate goals of the Pre-Sales Engineer are to position the correct solution based on customer requirements and getting the technical win. Post-sales support is typically handled through our corporate support organization however the Pre-Sales Engineer may be called upon to assist with problem resolution as necessary. Pre-Sales Engineers may also be called on to assist with trade and marketing shows. 

Required Skills and Qualifications:

  • Five years minimum experience supporting the sale of enterprise cybersecurity, networking and data center solutions to large enterprise accounts and data centers
  • Systems Engineering support for Account Managers
  • Ability to demonstrate solutions to customers/potential customers as part of a sales campaign
  • Ability to support and manage a customer proof-of-concept promoting key feature functionally and/or performance which differentiates us from other industry solutions
  • Ability to translate technical features into tangible customer business benefits
  • Preparation and delivery of technical product and architecture presentation at a CxO level
  • Develop technical solutions for customer business issues including and identifying new technologies or technologies outside of our products and solutions
  • Contribute to meeting revenue targets by providing pertinent, timely and on-going customer technical information flow
  • Contribute significant portions and/or lead responses to RFPs, RFQs and RFIs
  • Contribute to building ‘Best Practices’ among peers in sales and systems engineering
  • Excellent verbal and written communication skills
  • Travel within the geography and available means of transportation is required with travel outside of the geography occurring occasionally – A valid driver’s license is also required
  • Bachelor of Science in Computer Science, Electrical Engineering or other technical degree and/or equivalent experience
  • Fundamental virtualization technologies, Linux OS and switch/route experience a must.
  • Ethernet, TCP/IP, general networking knowledge
  • Understanding of the architecture, design and implementation of multi-tiered cybersecurity solution
  • Knowledge of current and emerging cybersecurity and data center architectures

 

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Title Senior Account Executive – Enterprise Software Company
Categories Software Sales
Experience Required 10 Years +
On Target Earnings (Approximate) Base $125K+, OTE $250K+
Location San Fransisco/San Jose, CA
Job Information

My client is the leading innovator in Endpoint Security, Cloud Application and Software Lifecycle Management software solutions.   This company is experiencing high growth and offers a strong compensation plan (260K+).   70% of the sales team met or exceeded quota in 2017. The hiring manager is a good friend and a former peer of ours.   With an installed base of 1,700 organizations in over 100 countries, we work with over 150 of the Fortune 500, three out of the top five organizations across 12 different industry verticals, and 30% of the top 100 global brands.   We have delivered $2.5 Billion in business impact to our customer base.

We seek a talented Senior Account Executive who will help us deliver world-class security and Software Lifecycle solutions in the Southern California territory. We promote a collaborative culture that values our customers, our people and a balanced work/life environment. We are a fast growing Pre-IPO Software company seeking dynamic  software salespeople with an entrepreneurial spirt and desire to over achieve.

The Senior Account Executive (SAE) develops and executes strategy on an account base of substantial strategic importance. The SAE is distinguished by specialized knowledge, problem solving skills, ability to influence client buying decisions, and successful track record of executing brand, expanding relationships and increasing revenue and margin.

Key Responsibilities:

• Assigned to large, complex, high visibility, strategic and tactically important, accounts.

• Develops and executes account strategy and aligns company resources to maximize sales volume and revenue.

• Maintains contact at a high, executive level, focusing on the strategic nature of the relationship.

• Secures or maintains MSAs and other strategic agreements to facilitate revenue.

• While responsible for assigned quota, account penetration and balanced sales growth are important performance measures.

• Effectively participate on virtual selling teams.

• Develop and Execute account strategy.

• Demonstrate proficiency in selling through others, teambuilding and conflict management.

• Demonstrate proficiency with the company sales process, methodologies, and systems.

Desired Skills & Experience:

• 10+ years complex software sales and account management experience.

• A proven track record of exceeding quota and management objectives in a matrix sales organization.

• Ability to sell at all levels of the client organization, with demonstrated executive level presentation skills.

• Bachelor’s Degree or equivalent experience.

• Salesforce.com experience preferred.

Apply Now


Title Director North American Channels -Leading Security Company
Categories Channel Account Managment, Sales Management, Software Sales
Experience Required 10+ Years
On Target Earnings (Approximate) Base – $150K+ , OTE – 280K+
Location Boston, MA
Job Information

Regional Channel Partner Manager

This role will be responsible for recruiting, enabling and generating revenue from National business partners. The position is also responsible for developing and executing a territory business plans that will ensure revenue generation according to the assigned quota and the rapid acceleration of revenue in conjunction with business partners. This position relies on Area’s resources for the success of the territory plan so close relationships and communication with the local sales team is required.

This position reflects the continued commitment of senior management to grow the business with partners (Channels) including Solution Partners, Implementation Partners and tactical OEM partners.

Key Responsibilities
• Recruitment, engagement, on boarding and planning of local partnerships
• In conjunction with Corporate Channels, the Partner Manager is required to drive planning programs and strategies with National partners at the local level
• Collaborate with the Marketing Group (Corporate and Field staff) to drive co-marketing programs, events and strategies with partners
•  Work with the Regional Management and teams to develop Area and Regional partner strategies and engagement models
• Achieve quarterly and annual revenue targets

Requirement
• 5-10 years experience working with VARs, OEMs & Channel Partners
• Must have experience in building and managing a Channels programs in the Central Area (Midwest)
•  Should have a network of Area partners they have worked with and have been in this role for 3-5+ years
• The ability to communicate how technology can be deployed in support of a 3rd party’s existing or planned solution
• Strong written and oral communication skills are required.
• Ability to lead the planning & execution of complex marketing campaigns
• Solid interpersonal and negotiating skills. Ability to interact with partner’s executives, partner’s technical staff and executives on a professional business level
• Solid understanding of Business Intelligence solutions

Personal Qualities
• High energy, enthusiasm and passion for the Channels
• Creative
• Winning attitude
• Inclusive.  Includes others in formulating direction / plans / strategies
• High degree of integrity.  Values honesty, open communication.  Resolves conflicts with respect and courtesy
• Strong intellect
• Tenacious and disciplined

Apply Now


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