Channel Sales - Vigilant LLC

Channel Sales

Vigilant is hiring a Channel Salesperson to join our team. In this position as a Channel Salesperson you will nurture new and existing relationships with sales partners, as well as leverage data and industry knowledge to refine management processes and sales strategies. By scaling our program, spearheading tactical partnerships, maximizing cost, and time efficiencies, the Channel Sales will strengthen our brand presence amongst new and current audiences while helping grow revenue.

Vigilant is on a mission to protect and defend our customers, enable better risk-informed business decisions, and drive innovation and excellence within Cyber Security. Come be a part of a growing team that is doing important, challenging, and fulfilling work in support of that mission.

Primary Responsibilities

• Own and cultivate a book of business to generate sales and develop a pipeline
• Learn and become a subject matter expert in Vigilant technologies
• Ability to work both channel and direct sales leads from initial contact to closing
• Strategically utilize technology to help partners leverage content marketing initiatives, as well as interpret KPIs to measure success and improve tactics
• Manage multiple sales opportunities simultaneously, ensuring no detail is overlooked
• Follow established sales processes meticulously, from initial contact to closing deals.
• Actively assess technologies and how to leverage them for our own success
• Collaborate with Direct Sales, Marketing, and Client Success, internally advocating for partners training and content needs to improve performance and partner retention
• Stay abreast of industry trends and new practices to enhance program processes and maintain overall competitiveness within the marketplace
• Identify demand generation and build pipeline across your territory of focus
• Manage a team of channel sellers to develop, build and close channel pipeline - largely focused on greenfield and whitespace opportunities
• Work with channel marketing to design and execute focused channel programs and campaigns
• Validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality through reporting and analytics.
• Security content development
• Capture development metrics in direct-support to executive-level briefings (daily, weekly, monthly)
• Ensure that all documents, workflows and processes remain accurate and up-to-date

Minimum Requirements

• Have at least 5 years of experience in channel partner management with a proven track record of success
• Proficient in channel automation to optimize output while effectively managing partners
• Highly analytical, able to extract meaning from data and refine strategies accordingly
• Comfortable collaborating with cross-functional teams to forecast sales, refine marketing and sales strategies, and presenting business plans to leadership
• Strong personal network within the industry
• Emotional intelligence (EQ), required for productively communicating with different personalities to build and uphold partner relationships
• Naturally curious about new marketing and growth strategies (and supporting technologies)

Preferred Qualifications

• Have 10+ years of experience in sales, with an understanding of cyber security services and products.
• Have a passion for learning and a desire to enable the growth of others
• Possess a demonstrated ability to speak with people with varying knowledge in IT Security concepts and can tailor your message to the audience
• Excellent interpersonal skills and ability to see things through the customer's eyes
• Tremendous attention to detail

This role must be able to work from a Vigilant office (Cincinnati, OH) or remotely from a home office, depending on the candidate's skills and experience. This position is eligible to US citizens physically residing in the US, any offer of employment is contingent upon background, drug screen, and reference checks.

The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.