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Channel Manager
3 months ago
Background
OutThink’s aim is to tackle the issue of human risk in cybersecurity, which is one of the two biggest risks of our time (as stated by the World Economic Forum). We believe traditional cybersecurity awareness computer-based training approach is outdated – 90% of data breaches are a result of human errors. We’re putting humans at the heart of organization’s security operations, and have pioneered the world’s original cybersecurity human risk management platform. We’re now on our way to building a world-class software company and are backed by leading VCs including Albion, TriplePoint Capital and Molten Ventures. Whilst early-stage, we count some of the world’s largest and prominent companies as customers including VINCI, Anglo Gold Ashanti, Danske Bank, Rothschild & Co, and Abu Dhabi Islamic Bank.
We protect our customers by putting the human at the heart of security operations and believe the mission to do that is only possible by bringing onboard the best people to OutThink. As such, we’re looking for an ambitious Channel Manager to join our GTM team, reporting to our VP of GTM - Martin Spanik, to build and scale our Partner program. Our ICP customers work closely with their trusted technology resellers (VARs), and we’re looking to extend our impact across the ecosystem, with a heavy focus on North America. This opportunity is tailor-made for an ambitious Channel Manager excited to embark on a rewarding journey.
What you’ll do
- As highest priority, acquire new value-add resellers across US and Europe. As an early-stage company positioning emerging technology, OutThink’s growth and market penetration begin with education and awareness. In this role, you will be responsible for identifying potential resellers in the US and European markets and acquiring new partners - including ensuring mutually beneficial terms and conditions. This will require a nuanced, trust-based, value-add, and consultative approach to ensure our unique value proposition and differentiation as a cybersecurity solution is well understood and appreciated. You will develop and implement comprehensive channel strategies to achieve revenue targets and market expansion goals.
- Activate and enable VARs through a hands-on approach. This role is not just about acquiring new partners; it’s about ensuring they are successful. You will take a hands-on approach to activate and enable our resellers, by working with the rest of the Sales & Marketing team. This includes providing them with the necessary training and resources to effectively position our product to their customers, and devising incentive programs to motivate and reward top-performing partners. Given the nature of the role, there will be an expectation of travel to meet with resellers in-person, participate in trade shows, conferences, and other public events. Your ultimate measures of success will be deal registrations and new enterprise customer revenue from channel partners.
- Build our partner value proposition. As we acquire and work with more and more VARs, you will be instrumental in refining our partner value proposition. This involves understanding the needs and challenges of our resellers and developing a compelling value proposition that aligns with their goals and objectives.
- Support with scaling GTM operations, systems and process. Being an early stage employee, you’ll support GTM and company leadership with building pragmatic internal processes that support with scaling our business for the stage that we are. This will include reporting & analytics, including utilizing CRM and sales analytics tools to track partner performance, generate reports, and surface actionable insights.
- Anything else that comes our way. We’re a growing start-up and we’ll look to you to be dynamic and step outside of your swim-lane from time-to-time.
Your background
- First and foremost, a great attitude. We’re pioneering on new frontiers. You’ve got the right attitude towards a sense of urgency, uncertainty about the future, risk and opportunity that comes with working at an early-stage start-up. This is an exciting opportunity to be a core and early member of the GTM team, helping to build and shape it from the ground up.
- Relevant channel experience. You’ve constantly exceeded goals and targets in a Channel Manager capacity with evidence of accelerated career growth. You bring 4+ years of experience nurturing deep connections with leading cybersecurity VARs, and partnered actively with them in taking emerging cybersecurity technologies to market. You’ll be excited to take the plunge into being a part of building a consultative-led, GTM motion from first principles. You enjoy helping partners drive deals to closure and are not afraid to roll up your sleeves and work directly with them on RFPs, demos, meetings, and more.
- Proven excellence. You have a strong educational foundation, and track record of high performance. We value people who can demonstrate exceptional performance - whether that be academics, sport, professional, or another domain of interest.
- Collaborative working style. You are humble and understand that bringing new partners to OutThink is a team sport, including significant input from GTM peers, product, finance, customer success & operations. You’ve got a background in being an effective team player with excellent interpersonal and communication skills. You’re able to work collaboratively in diverse and cross-functional teams. You value the irreplaceable nature of in-person interactions in building strong, lasting relationships, and understand that there’s no substitute for a firm handshake, a shared laugh, or a collaborative brainstorming session in person.
