Regional Channel Manager, Southwest

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com.

Job Description:

We are seeking a Regional Channel Manager, Southwest to evangelize the Darktrace message and drive mutual revenue with new and existing partners. This is a high-impact opportunity to join a growing org and work with a multitude of partners; the successful candidate will collaborate closely with the regional sales team to generate new business opportunities and enhance channel performance, as well as partner with other GTM and support functions to achieve operational efficiency. Please note - we operate under a hybrid model, working two days a week from the office, and this position will require travel.

Please note that candidates must be based in the Denver or Phoenix area to be considered for this role.

Key Duties & Responsibilities

• Build and manage both channel strategy and execution aligned to your regional sales directors.

• Develop, implement, and manage targeted and measurable partnership strategies and campaigns to generate new business opportunities as well as upsell opportunities with channel partners.

• Work closely with the marketing and internal sales support teams to maximize partner recruitment, training and sales.

• Provide the manager with activity reports, channel information and forecasting information.

• Actively participate in relevant technology and client industry events to promote Darktrace software products whilst building a wide-spanning trusted network of long-standing business partnerships.

• Continually analyze and review Partner Community performance data to identify and remediate operational gaps and increase software product sale outcomes.

• Develop, define, implement, continually refine and manage segmented client portfolios, with consideration to (but not limited to) industry type, region, annualized revenue, software product type and likely product sale profitability.

• Actively plan and facilitate software product knowledge sharing, operational collaboration and cross-training of all community to assure a high level of team engagement, minimize key person risk, support business continuity and maximize team efficiencies.

Qualifications & Experience

• Minimum of five (5) years’ proven experience.

• High level awareness of an end-to-end software product lifecycle.

• Excellent presentation, facilitation, negotiation and influencing skills.

• Proven partnership skills (selling with partners or selling for vendors)

• Prior experience and proven ability to successfully manage;

  • a culturally diverse and growing partner community

  • targeted and measurable partnership strategies and campaigns.

  • segmented client sales portfolios.

• Solid commercial acumen, negotiation skills, written and verbal communication skills.

• Ability to build lasting relationships with stakeholders across all organizational levels through open, honest, two-way and frequent communication.

Salary: $240,000-$270,000 OTE

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program