Channel Manager - Southeast

Upwind Security•Florida Ridge, FL

About The Position

Upwind is the runtime-powered CNAPP that leverages runtime data to secure our customers’ cloud infrastructure. Upwind’s holistic approach to cloud security helps organizations mitigate the risks that actually matter, identify the root causes of threats in minutes and respond with context and automation. Upwinders are spread across the globe in all departments and work together to protect the infrastructure of our customers - we’re a strong, emerging player in a massive and growing market, and it’s still early enough for you to make a significant impact. Upwind is looking for a highly motivated Channel Manager - Southeast to join our team! This role will be responsible for driving impactful relationships, partner enablement, revenue and pipeline with our channel partners. This is a quota carrying role with primary responsibility for driving partner sourced pipeline and deals.

Requirements

3+ years of quota-carrying channel/partner sales experience, with a strong track record of building and managing channel partnerships in the enterprise software space.
Proven success developing scalable partner GTM strategies, driving pipeline generation, and closing business through channel partners.
Experience evangelizing technology within partner organizations and identifying new market opportunities.
Strong project management, analytical, and execution skills, with the ability to use data to optimize partner performance and sales strategy.
Excellent communication and relationship-building skills, with the ability to influence stakeholders and translate technical concepts into compelling business value.
Entrepreneurial, results-driven, and thrives in a fast-paced, high-growth environment with a strong sense of ownership.

Nice To Haves

You get excited to work with Partners and build something new
You’re a relationship driven person who seeks win-win scenarios
You have a “better together” mindset
You enjoy collaborating with others across multiple functions
You have strong attention to detail
You are comfortable with change and thrive in fast-paced environments

Responsibilities

Build, manage and scale our Channel business within assigned territory.
Own the Channel sales motion and success of the Partner Relationship.
Drive pipeline and revenue through Partner channels while creating strategies to generate partner-sourced net-new sales pipeline and revenue.
Enable and activate existing partners through training, planning and joint selling activities to drive pipeline and revenue.
Partner with Upwind Engineering and Marketing to enable partners on Upwind, helping them to better understand and communicate the Upwind value proposition to their customers.
Own partner pipeline management and provide reporting visibility into sales pipeline and forecast.
Have input into our channel, partner relationships and partner go-to-market programs.
Work cross functionally to align with Sales, Sales Operations, Product, Marketing and Leadership teams.
Act as an educator and coach to our partner sales ecosystem to enable and drive pipeline growth.
Collaborate with marketing on partner communications including newsletters, social media and events.
Build and execute joint partner business plans, conducting partner QBRs to drive accountability across the organizations and report on success metrics.
Work hand-in-hand with the Upwind sales organization to close revenue and build new pipeline.
Develop a recruitment strategy adding new partners where necessary.