As the EMEA Channel Sales Director, you will lead the evolution of One Identity’s partner ecosystem during a pivotal era of Identity Security. Reporting directly to the VP of EMEA Sales, you are responsible for the strategic vision and operational execution of our indirect GTM strategy across the One Identity portfolio: Identity Governance (IGA), Access Management (AM), Privileged Access (PAM), and AD Management.
Your mission is to transition our EMEA partner base into a high-growth, Annual Contract Value (ACV) engine, ensuring One Identity remains the partner of choice for Security Integrators, GSIs, Resellers and Distributors.
As a channel director, you will be in the lead defining and implementing One Identity´s channel strategy to drive revenue growth through our partners and alliances across EMEA. He/she will be responsible for cultivating and maintaining strong relationships with key decision makers within the partner organizations to secure new business and increase partner competency to provide scale to One Identity’s market reach.
The ideal candidate will have deep knowledge of how to manage & motivate an international team of channel managers and support them in transitioning to new business and an ACV growth model through our partner eco-system.
You will demonstrate the ability to see the “big picture” and think strategically as well as analytically about business, products, and technical developments and challenges. Supported by the ability to build and convey compelling value propositions and work cross-organizationally to build consensus.
This individual will have a deep understanding of what is required to properly define and implement a successful partner strategy and work with all relevant stakeholders to develop a plan to ensure the success of resellers, GSI´s and distribution partners, initiate its enablement and sustain it.
You will have a proven strong sales capacity which is required to drive a diverse channel network.
Responsibilities Reporting to the VP EMEA SalesLeadership: Develop and lead a growing team of industry professionals in EMEADrive daily accountability for channel account managers on objectives and other metrics in the development process of the partnersMentorship: Coach, mentor, develop, and measure a team of channel account managers in multiple countries in EMEA.Work with every region and business unit across the company to build repeatable playbooks / initiatives to enable partners to sell into customers effectivelyInfluence: Work through the local country managers in a collaborative way to drive the channel strategy.SaaS Transition Leadership: Lead the shift from legacy fulfilment models to high-value ACV and subscription growth models through the partner ecosystem.Executive Alliances: Cultivate "C-Suite" relationships within the EMEA partner community to secure long-term mindshare and strategic investment in One Identity.Accountability: Achieve overall sales objectives including: new revenue growth, incremental revenue growth through cross-sell and lead conversion rateCreate and analyze partner performance, pipeline, and other key metrics to enable business decisions and identify trends.Growth mindset: Ability to build an incremental pipeline through the channel networkLead channel team and partner eco-system to develop partner sourced pipeline and revenue growth, increasing ration of sources vs fulfilled.Analyze, review and formulate partner engagement plans; evaluate new partners, markets and own business requirements against the plan to achieve resultsIdentify and coordinate the development of new resources and capabilities across internal teams to achieve partner goals working closely with Global Channel Director.Executive relationships: Cultivate executive relationships with partners, optimize their performance and identify additional business opportunities to expand revenues Qualifications 15 + years of experience with industry leading companies in a channel management role, with previous experience of managing a team of top performing channel professionals10+ years of experience in an equivalent roleProven successful track record in channel management in the Identity- and Access Management market in EMEAProven aptitude to work in a virtual team environment and ability to build consensusAnalytical and strategic thinker, creative problem solver, resourceful, able to initiate change and motivate innovation and creativity, employing strong time management abilitiesStrong understanding of the information security market and current developmentsAt least one industry- specific certificationAbility to develop long-term strategic and executive level relationships.Outstanding oral and written presentation skillsProven ability to influence decision makers; strong negotiating skillsExcellent presentation skills
Company Description
One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers.
When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.
Why work with us?
-Life at One Identity means collaborating with dedicated professionals with a passion for technology.
-When we see something that could be improved, we get to work inventing the solution.
-Our people demonstrate our winning culture through positive and meaningful relationships.
-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
-Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.
Come join us. For more information, visit us on the web at One Identity Careers | Explore Opportunities with the OI Team
Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com
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