Channel Partner Sales Manager (HID2149)

Location: 
Fremont, CA North AmericaUSFremont, CA
HID Global
2021-08-25
Job Type: 
Full-time
Functional Area: 
Marketing
Job Level: 
Mid-Senior Level

Become a Channel Partner Sales Manager in an Innovative High-Tech Security Company

Job ID: HID2149

Location: Remote, US

Travel: Up to 40%

#Securing your Future!

The Workforce Identity Management Business Unit (Workforce BU) exists to develop, market, sell, deploy and support solutions that enable organizations to manage and use trusted identities for a safe, secure and productive workforce in an ever-changing workplace.

 

Organizations investing in Workforce solutions include small, medium, and large commercial enterprises across multiple verticals as well as state, local and Federal government departments. Workforce encompasses employees, contractors and vendors working for these organizations, as well as visitors.

 

HID Workforce solutions are comprised of a suite of products that includes hardware credentials, such as USB keys and smartcards, as well as software products deployed on-premise and Software as a Service (SaaS) delivered from the cloud.

 

The Channel Partner Sales Manager role reports to the Director of Sales for Americas, Australia and New Zealand and is responsible for management of Channel Partners across these regions.
 

What you will be doing

  • Identify, recruit, onboard and train new Channel Partners specific to the Workforce products by vertical/solution. 
  • Organize and maintain monthly business reviews with key partners for increased productivity, enhanced services, and sales/revenue visibility.
  • Manage channel partners relevant to the Workforce BU, within the framework of the HID’s Advantage Partner Program (APP).  This may include recommendations on new/improved content to improve the Partner experience within the APP.
  • Maintain partner performance sales and revenue measurements and internally review against goals and objectives with Senior Leadership regularly.
  • Increase number partners on-boarded into the APP and enabled to sell the complete Workforce BU product portfolio
  • Define sales and revenue targets by core product, vertical and partner type
  • Work closely with channel partners to enable them to build business plans for them to achieve and exceed quotas
  • Engage with channel partners using the tools provided by the Advantage Partner Program, in particular the APP portal and Salesforce.com

What we are looking for    

  • BS/BA degree or equivalent education plus relevant industry work experience. 
  • 5+ years of experience managing partners of an enterprise software company, specifically Distributors, VAR’s and System Integrators reselling SmartCard solutions, logical access and/or Physical Identity and Access Management (PIAM) software.
  • 5+ years exceeding sales quota as a Channel Partner Sales Manager for a technology vendor. Preferably in the Identity Access & Management, Cybersecurity, Physical Security, or Enterprise Software space.
  • Possess a track record of developing & growing channel programs, adding new partners for an Enterprise Software vendor
  • Exceptional interpersonal communication skills specific to channel sales presentations and partner business plan development
  • Previous experience managing a team of 1-3 channel associates
  • Self-motivated with superb organizational skills
  • Extensive network of partners and advocates in market

Who you are

  • Exceptional interpersonal communication skills specific to channel sales presentations and partner business plan development
  • Extensive network of customers and advocates in market
  • Successful development and execution of strategic planning in order to build required channel network of VARs, Integrators, Distributors, & OEMs
  • Experience building channel partner enablement programs
  • Knowledge of the Workforce BU product portfolio sufficient to explain the high-level value proposition for each of the products and how they combine to form solutions
  • Pricing model for each of the products and the partner discount structure approved by Sales Management
  • Deep knowledge of the HID Advantage Partner program, its benefits and how partners engage with HID through the program

Why Should You Apply?

  • Excellent terms and conditions
  • Flexibility
  • On-the-job training and development
  • Work as part of a global team

 

HID Global is an Equal Opportunity Employer/Minorities/Female/Disabled/Veteran

 

HID Global powers the trusted identities of the world's people, places and things. Every day millions of people in more than 100 countries use our products and services to securely access physical and digital places. Over 2 billion things that need to be identified, verified and tracked are connected through HID Global’s technology. We make it possible for people to transact safely, work productively and travel freely. We work with governments, universities, hospitals, financial institutions and some of the most innovative companies on the planet—helping them to create trusting and trusted physical and digital environments so that they and the people who use them can fulfill their potential. Headquartered in Austin, Texas, HID Global has over 4,000 employees worldwide and operates international offices that support more than 100 countries. HID Global® is an ASSA ABLOY Group brand. For more information, visit www.hidglobal.com.