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Channel Manager Southern Europe

Southern Europe

About The Position

About Pentera:

Pentera was founded in late 2015 with the vision of developing an automated penetration testing platform that would enable enterprises to defend themselves against the best of the worst-intended hackers.

The realization that enterprises do not have an efficient means of knowing their true cyber risk, and that it has no way of understanding which vulnerabilities have the highest negative business impact potential, led to the creation of Pentera.

Before Pentera, it was a standard industry practice to perform penetration testing infrequently, delivering a single point-in-time view of an organization’s cyber risk posture.

Soon thereafter, our Founders joined forces with top Sales and Marketing executives to create and promote PenTera, our ever-evolving automated penetration testing software platform.

Pentera has more than 150 employees around the Globe (Israel, USA, Switzerland, Germany, Italy, France, Sweden, Spain, UK and Australia) with hundreds of customers in Production in over 20 countries.

Pentera has won various Industry Awards, such as “The Frost and Sullivan Value Leadership Award- 2019” and the “2020 Gartner Cool Vendor Award” and is backed by Top tier investors such as Insight Partners,The Blackstone Group & AWZ.

Roles & Responsibilities:

We are looking to hire a Channel Manager Southern Europe for Spain- France & Italy. The priority of this role is to drive new Pentera customer acquisition by building new and refining existing channel partners and programs. 

As our Channel Manager, and with a team of local RSMs and SEs, you will:

Build an effective, happy and high velocity channel sales force from new key partners. Your goal is to support the enablement of their sales organization, ensure the training and focus of their technical teams and then execute on channel-centric plans to deliver against monthly targets. In terms of creating a partner program and pursuing the activities from that, profitable new customer acquisition via the channel is the primary motion.

Work with our stellar marketing team to orchestrate the end-to-end channel sales motion, creating relevant Go to Market campaigns, events, offers and incentives, to drive leads and opportunities from proactive partners. Key will be to manage the channel performance, their vendor-friendly sales process, and implement incentives and/or corrective actions where necessary, to retain focus and impact.

Develop partners, ensure they remain aware of resources and programs available to them to alleviate any friction points, scaling their sales function to ensure seamless channel execution. Lead enablement and channel reporting and closing activities.

Requirements

  • 5+ years’ experience working specifically in a channel business development role in the cyber security industry.
  • Expert at growing revenues via large VAR’s, MSSPs and System Integrators (SI).
  • Existing channel relationships that can be accessed for initial discussions of Pentera’s proposition and on-boarding to their portfolio.
  • Track record of channel sales success and new business attainment.
  •  Experienced in channel executive engagements, communication, development and delivery of vendor’s goals and strategies.
  • Complete understanding of all tiers of channel activities and enablement, including how to build business from distribution and their customers, our channel.
  • Skills required include: Channel creation and management, regular deal closing cadence via channel partners, channel business planning, channel Go-To-Market Strategist.
  • Multilingual : France, Italian, Spanish.
  • Good communication skills in English.

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