Channel Account Manager

at  BitSight

Bitsight is a cyber risk management leader transforming how companies manage exposure, performance, and risk for themselves and their third parties. Companies rely on Bitsight to prioritize their cybersecurity investments, build greater trust within their ecosystem, and reduce their chances of financial loss.

Built on over a decade of technological innovation, its integrated solutions deliver value across enterprise security performance, digital supply chains, cyber insurance, and data analysis.

• We invented the cyber ratings industry in 2011
• Over 3000 customers trust Bitsight
• Over 750 teammates are dispersed throughout Boston, Raleigh, New York, Lisbon, Singapore, and remote

BitSight is looking for a strategy-focused Channel Manager with a track record of success. In this role, you will own the partner portfolio in the Southeast, and part of the Mid Central (Co and Mo) , which includes existing relationships and the opportunity for new partner development. The ideal candidate is a team player who possesses the following skills and attributes: excellent relationship-building skills; the ability to develop strategic plans while executing the tactics required; thrives in a fast-paced, dynamic environment where multi-tasking is the norm.

Primary job responsibilities:

• Identify, recruit and on-board strategic resellers
• Create and drive a channel territory plan with your field sales counterparts
• Create and execute partner business plans for primary focus partners
• Promote partner training, incentive programs, partner portal, deal registration and other tools.
• Build strong reseller relationships with BitSight sales team.
• Engage resellers to build awareness for BitSight, generate qualified leads, and drive new business.
• Provide strategic sales and marketing direction by engaging with partners to understand their business objectives, strategies, tactics and how we can positively impact these.
• Monitor, analyze and report performance and numeric indicators such as pipeline, deal registrations and revenue.
• Act as a liaison between partners and the various functions within BitSight from marketing to operations.
• Coordinate with channel marketing to optimize events, communications, and sales tool leverage.

Channel skills

• Minimum 5 years channel experience is required.
• VAR partner experience a must.
• Experience working with technology products; security or risk is required
• Experience building relationships and executing campaigns with channel value added resellers, technology partners, and consulting firms
• Experience in strategic sales and marketing planning.
• Exceptional interpersonal and problem-solving skills.
• Self-directed and able to translate broad directives into useful tactics and meaningful activities
• Must have excellent written, verbal communication and presentation skills.
• Well organized and responsive.
• Highly motivated, with a proven track record in expanding channel sales and marketing success.
• Experience with CRM software, email campaign software, channel portal software, Google docs
• Strong preference for those with experience in high growth similar stage/size SaaS vendors

Diversity. Bitsight is proud to be an equal opportunity employer. This means we do not tolerate discrimination of any kind and are committed to providing equal employment opportunities regardless of your gender identity, race, nationality, religion, sexual orientation, status as a protected veteran, or status as an individual with a disability.
Culture. We put our people first. Bitsight offers best in class benefits. We devote the same energy to nurturing our company’s inclusive culture as we apply to serving our customers’ needs. Working at Bitsight will give you the opportunity to fulfill your professional goals and expand your skills.
Open-minded. If you got to this point, we hope you’re feeling excited about the job description you just read. Even if you don’t feel that you meet every single requirement, we still encourage you to apply. We’re eager to meet people that believe in Bitsight’s mission and can contribute to our team in a variety of ways.
Additional Information for United States of America Applicants:
Bitsight also provides reasonable accommodations to qualified individuals with disabilities or based on a sincerely held religious belief in accordance with applicable laws. If you need to inquire about a reasonable accommodation, or need assistance with completing the application process, please email
recruiting@bitsight.com
. This contact information is for accommodation requests only, and cannot be used to inquire about the status of applications.
Qualified applicants with criminal histories will be considered for employment consistent with applicable law.
This position may be considered a promotional opportunity pursuant to the Colorado Equal Pay for Equal Work Act.

• Identify, recruit and on-board strategic resellers
• Create and drive a channel territory plan with your field sales counterparts
• Create and execute partner business plans for primary focus partners
• Promote partner training, incentive programs, partner portal, deal registration and other tools.
• Build strong reseller relationships with BitSight sales team.
• Engage resellers to build awareness for BitSight, generate qualified leads, and drive new business.
• Provide strategic sales and marketing direction by engaging with partners to understand their business objectives, strategies, tactics and how we can positively impact these.
• Monitor, analyze and report performance and numeric indicators such as pipeline, deal registrations and revenue.
• Act as a liaison between partners and the various functions within BitSight from marketing to operations.
• Coordinate with channel marketing to optimize events, communications, and sales tool leverage