Channel Account Manager

Job Summary

As a Channel Account Manager you will be responsible for building out and supporting our ecosystem of partners spanning system integrators (SIs), consultants, value added resellers (VARs), managed security services providers (MSSPs) and strategic alliances. You will lead the recruitment and enablement of these partners and work closely with them and the associated account teams to drive end user adoption of Bugcrowd’s products and services.

Responsibilities

• This role ties to an individual territory with expectations to identify, recruit, and enable system integrators, consultancy, VARs, and MSSPs who service our mutual customers and prospects.
• Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through/sell through partner enablement, incentives, events, and joint product and services offerings.
• Partner with Account Teams + Sales Engineering to communicate Bugcrowd’s value to our prospective and signed partners to become a valued and strategic cyber security partner.
• Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects.
  Negotiate and sign partners to drive Bugcrowd product + service adoption and partner differentiation and profitability.

Knowledge, Skills, and Abilities

• 2+ years in sales or channel sales and preferably prior experience selling
• Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and `industry
  thought leaders)
• Prior experience working in early stage channel growth
• Excellent written, verbal, visual communication skills and strong work ethic
• Ability to travel. (25%-50%)
• Previous experience and relationships with pan-European security VARs preferred. Relationships in UK,
  DACH, or Benelux are desired
• Supporting cyber security products preferred
• Previous experience and relationships with security VARs preferred
• Experience working in public sector is a bonus
• AWS Marketplace experience is a bonus

Working Conditions and Physical Requirements

• The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
• Sitting and / or standing - Must be able to remain in a stationary position 50% of the time
• Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.
• Environment - remote, work-from-home 100% of the time.

ADA Statement

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ada@bugcrowd.com.