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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in channel sales within the security industry, leveraging strong relationships with partners and customers to drive sales growth. Proficient in consultative selling methodologies and skilled in managing complex sales processes to achieve quotas.
Highest-signal resume keywords
Channel Sales ExperienceMEDDPICC MethodologyCyber Security KnowledgeSalesforce ProficiencyConsultative Selling Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Channel SalesSales Pipeline DevelopmentContract NegotiationBusiness PlanningForecasting
Soft Skills
Presentation SkillsRelationship BuildingCommunicationBusiness Acumen
Tools & Technologies
SalesforceClari
Industry Keywords
Cyber SecurityDisruptive TechnologyChannel PartnersSystems IntegratorsMSPs
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Drive net new sales and incremental bookings of existing accounts through channel partners, systems integrators, MSPs, distributors, and OEM providers
- Create prospecting strategies to identify sales opportunities with channel partners
- Develop relationships and build sales pipeline
- Prepare and present solutions and negotiate contracts to achieve quarterly channel sales quotas
- Manage the channel sales process and leverage internal technical resources to meet partner and customer requirements
- Analyze partner and customer environments and scope customer requirements
- Collaborate with technical resources to close channel sales opportunities
- Work with partners and customers to drive POCs and POVs
- Upsell and cross-sell Skyhigh Security products and solutions
- Generate demand with channel partners, resellers, and end-user customers
- Develop internal relationships with key stakeholders
- Present to multiple levels within partner accounts, including customer stakeholders
- Develop account and opportunity plans to improve channel partner strategy
- Maintain partner and customer satisfaction
- Develop strategic opportunities with channel and service partners
Requirements
What you’ll need- 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML)
- Deep relationships with channel partners and customer stakeholders
- Experience generating partner enabled sales opportunities
- Strong prospecting skills and ability to build channel sales pipeline
- Strong track record of achieving quarterly channel sales quotas
- Ability to manage the sales process using MEDDPICC and negotiate contracts
- Deep knowledge of customer requirements and security challenges
- Strong business acumen and ability to build channel partner and customer relationships
- Ability to interpret and execute opportunities within complex organizations
- Ability to engage presales and professional services organizations throughout the sales cycle, including implementing POCs and POVs
- Strong relationships with channel partners and system integrators
- Excellent presentation skills
- Working knowledge of consultative sales methodologies, preferably MEDDPICC
- 3-5 years’ experience with Salesforce and Clari
- Skills in Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, and Forecasting
Benefits
Comp & perks- Hybrid work model
- Flexible work hours
- Family-friendly benefits
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
- Employee recognition program
- ‘Blast Talks' learning series
- Team celebrations