Channel Sales Manager / Partner Sales Manager, DACH

Channel Sales Manager / Partner Sales Manager, DACH

Radware is a global leader of cyber security and application delivery solutions for physical, cloud, and software-defined data centers.

At Radware, we live and breathe cybersecurity. It is our passion. Each day, our international team works to earn the trust of more than 12,500 organizations around the globe. Keeping them safe is our mission. To that end, we go head-to-head with politically motivated hacktivists, dangerous nation-state threat actors and other notorious cyber attackers — these are not your average adversaries. Backed by nearly 30 years of experience, Radware is best known for its technical excellence and innovative network and application security solutions. That is why it is so important that we build our team with bold and bright talent.

What You'll Do

We are looking for a seasoned channel sales professional to help us build out the channel organization in the DACH region. This is a great opportunity to be part of the DACH Sales Team and play a critical role in developing Radware’s presence in the German market.

In this role, you’ll be working with all other organizations to expand Radware`s presence in the region and drive repeatable services business. You will build a regional channel business plan with quantified goals and milestones to achieve partner-sourced revenue metrics to meet all quarterly sales requirements.

If you are an energetic, upstart sales professional looking to own and drive your line of business, this Channel Sales Manager position could be the position for you.

What is the job

• Identifying and qualifying potential partners with a focus on MSSP and evaluating their suitability for Radware services, as well as quickly and efficiently navigating partner agreement legal discussions.
• Recruit and manage existing channel partners in DACH. To establish and manage the sales process for Radware in a given area through to sales closure. This includes customer negotiation skills/experience.
• Arranging and managing onboarding process and ongoing support (remote and in-person) to ensure partners have the knowledge and access to resources needed to effectively sell Radware both on a sales and a technical level.
• Create , track and execute individual joint business plans per partner to generate additional business for DACH. This includes full result responsibility especially for MSSP business and incorporates channel partner business/capacity planning, quarterly business reviews, establishing/tracking partner performance, sales forecasting and sales cycle management.
• Strongly collaborating with internal teams such as channel program management, sales, sales engineering, and marketing to ensure that channel partners understand Radware's overall strategy and value proposition.
• Tracking and analyzing deal registration, sales pipeline and performance data to measure success and shortfalls within their geography - where identified, create strong action plans for areas for improvement.
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, and ensure Siebel CRM is utilized appropriately and maintained on a regular basis.
• Maintaining strong personal relationships with partner executives and sellers, visiting them regularly, and serving as a point of contact for any issues or concerns they may arise.

What you need

• 5 years’ experience in the field of IT cybersecurity with channel partners, distributors and consultants with a proven track record of success, MSSP focus welcome
• Must have appropriate sales experience, ideally would have cloud (architecture, solutions, subscription models, managed services), networking and/or security experience.
• Strong organizational skills and highly skilled at identifying, onboarding, training and successfully activating channel partners
• An active network of channel partners at both the seller and executive levels
• Strong communication, presentation and networking skills
• Ability to quickly grasp and articulate Radware’s products and services from a high-level, non-technical standpoint focusing on our value differentiators to partners and customers
• Comfort level and skill creating ad hoc presentations, trainings and one-off co-marketing messaging
• Track record creating and executing successful joint business plans with partners and allied vendors

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