Channel Business Manager - Northeast Region

Channel Business ManagerThe Chanel Business Manager will be responsible for the overall business Joint GTM with Strategic Reseller Partners and will work closely with their Cross Functional Teams to amplify velocity and maximize market adoption. Strong focus on revenue growth, joint solution creation for GTM effectiveness. Will responsible for creating relationships and garnering mind share across a region. About the Opportunity:We’re looking for a Channel Manager to support the next phase of our growth. You'll work alongside colleagues who have helped shape the success of companies such as Google, Okta, AWS, VMware, and more. This is a vital role within the Sales and GTM Organization to drive market adoption and scale. The Channel Business Manager will be responsible for developing and executing partnership strategies with key ecosystem partners inclusive of GuidePoint Security, Defy Security and other relevant players in the market. This role requires a deep understanding of security or identity and access management solutions, partner ecosystem development, and revenue growth through indirect sales channels. We are building the next-generation data security platform for the multi-cloud era - will you join us? You Will:Serve as the primary point of contact for various channel partners and build champions and successful partner relationships. Develop and maintain strategic business plans for each partner to drive mutual growth. Build and maintain CxO relationships with senior executives of PartnersCreate and execute partner enablement programs to ensure technical and sales readiness. Monitor partner performance metrics and provide regular reporting on partnership health. Identify and capitalize on new revenue opportunities within the partner ecosystemCollaborate with partners to develop joint go-to-market strategiesDrive partner-sourced and partner-influenced pipeline growthFacilitate deal registration and opportunity management processesConduct training sessions for partner sales teams on product offerings and value propositionsSupport partners in complex sales cycles and technical discussionsWork closely with field sales organizations to maximize synergy and go to market success. You will proactively work with the Veza Sales team and ensure that the Partners are engaged in activities. They will work closely with the Veza account teams and will advocate for partners within Veza. Aligning with the Partner Engineering team to prepare a Veza Enablement Plan to build awareness/education and updatesYou Have: You will have 7+ years of industry experience with a majority in channel management. You are effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption. You have a measurable and substantiated track record in new business development and over achieving sales targets. You can successfully grow partner revenue, pipeline development and increase deal registration volume and conversion ratesExperience in early stage companies, and ability to adapt quickly in high growth, fast-growing, and changing environments. Strong understanding of security or identity and access management solutionsExcellent relationship management and negotiation abilitiesStrategic thinking and business planning capabilitiesOutstanding written and verbal communication skillsProject management and organizational expertiseDeep understanding of identity security landscape and market trendsFamiliarity with identity governance, privileged access management, and authentication solutionsKnowledge of cloud security and zero trust architecturesUnderstanding of partner business models and channel economicsPrevious experience in crafting, on boarding and developing complex partnerships and joint business plans. Financial Modelling Skills for business case development and return on investment. Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Veza Field TeamsAbility to travel ~50%Preferred Qualifications:Experience working with GuidePoint Security and/or Defy SecurityExisting relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA and grow new relationships within their regionOur Culture We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:Ownership MindsetAct with IntegrityGuardians of our CustomersOpinionated HumilityBuild Trust, Earn TrustAt Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package. Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email recruiting@veza.comAbout VezaVeza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube. Originally posted on Himalayas Apply To this Job