Job description
Channel Business Manager
The Channel Business Manager will be responsible for the overall channel business & joint GTM between strategic resellers and our field sales team. Focus will be on revenue growth, joint solution creation, mindshare, sales enablement and ecosystem connectivity to maximize market adoption. Partner connectivity with Bytes, CyberIAM, Dotnext, others.
About the Opportunity:
We’re looking for a Channel Manager to support the next phase of our growth. You’ll work alongside colleagues who have helped shape the success of companies such as Google, Okta, AWS, VMware, and more.
This is a vital role within the Sales and GTM Organization to drive market adoption and scale. The Partner Business Manager will be responsible for developing and executing partnership strategies with key ecosystem partners inclusive of Bytes, CyberIAM, Dotnext, IC Consult, and other players in the market.
This role requires a deep understanding of security or identity and access management solutions, partner ecosystem development, and revenue growth through indirect sales channels.
We are building the next-generation data security platform for the multi-cloud era - will you join us?
You Will:
- Serve as the primary point of contact for various channel partners and build champions and successful partner relationships.
- Develop and maintain strategic business plans for each partner to drive mutual growth.
- Build and maintain CxO relationships with senior executives of Partners
- Create and execute partner enablement programs to ensure technical and sales readiness.
- Monitor partner performance metrics and provide regular reporting on partnership health.
- Identify and capitalize on new revenue opportunities within the partner ecosystem
- Collaborate with partners to develop joint go-to-market strategies
- Drive partner-sourced and partner-influenced pipeline growth
- Facilitate deal registration and opportunity management processes
- Conduct training sessions for partner sales teams on product offerings and value propositions
- Support partners in complex sales cycles and technical discussions
- Work closely with field sales organizations to maximize synergy and go to market success.
- You will proactively work with the Veza Sales team and ensure that the Partners are engaged in activities. They will work closely with the Veza account teams and will advocate for partners within Veza.
- Aligning with the Partner Engineering team to prepare a Veza Enablement Plan to build awareness/education and updates
You Have:
- You will have 7+ years of industry experience with a majority in channel management.
- You are effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption.
- You have a measurable and substantiated track record in new business development and over achieving sales targets.
- You can successfully grow partner revenue, pipeline development and increase
deal registration volume and conversion rates
- Experience in early stage companies, and ability to adapt quickly in high growth, fast-growing, and changing environments.
- Strong understanding of security or identity and access management solutions
- Excellent relationship management and negotiation abilities
- Strategic thinking and business planning capabilities
- Outstanding written and verbal communication skills
- Project management and organizational expertise
- Deep understanding of identity security landscape and market trends
- Familiarity with identity governance, privileged access management, and authentication solutions
- Knowledge of cloud security and zero trust architectures
- Understanding of partner business models and channel economics
- Previous experience in crafting, on boarding and developing complex partnerships and joint business plans.
- Financial Modelling Skills for business case development and return on investment.
- Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Veza Field Teams
- Ability to travel ~50%
Preferred Qualifications:
- Experience working with Bytes, CyberIAM, Dotnext, others.
- Existing relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA and grow new relationships within their region
Our Culture
We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:
- Ownership Mindset
- Act with Integrity
- Guardians of our Customers
- Opinionated Humility
- Build Trust, Earn Trust
At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package.
Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email [email protected]
About Veza
Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.
