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 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

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