Channel Sales and Programs Specialist

at  Trellix

About Trellix:
Trellix, the trusted CISO ally, is redefining the future of cybersecurity and soulful work. Our comprehensive, GenAI-powered platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Along with an extensive partner ecosystem, we accelerate technology innovation through artificial intelligence, automation, and analytics to empower over 53,000 customers with responsibly architected security solutions.
We also recognize the importance of closing the 4-million-person cybersecurity talent gap. We aim to create a home for anyone seeking a meaningful future in cybersecurity and look for candidates across industries to join us in soulful work. More at https://www.trellix.com/.

ROLE OVERVIEW:

The Channel Sales and Programs Specialist is responsible for collaborating with the regional channels sales and leader to drive the success of the company’s channel sales by managing processes, analyzing performance data, identifying areas of growth and enabling channel partners to meet their sales objectives. This role bridges the gap between sales strategy and execution, ensuring the team and partners have the tools, resources, and insights needed for optimal performance. The position requires a blend of analytical expertise, process efficiency, and relationship management skills for a comprehensive approach to managing channel sales and programs, driving efficiency, and delivering measurable business results.

ABOUT THE ROLE:

Channel Sales Analysis

• Analyze channel sales data to track performance, identify trends, and uncover growth opportunities.
• Develop, update and maintain dashboards and reports to provide actionable insights for internal teams and channel partners.
• Define and monitor key performance indicators (KPIs) such as revenue, market share, and profitability.
• Conduct analysis to measure and evaluate renewals, new business, cross-sell, up-sell to identify areas for improvement.

Channel Programs Execution

• Oversee the day-to-day execution of channel partner programs, ensuring smooth execution of processes such as onboarding, order management, and pricing supported through a global partner care team.
• Help to ensure the team maintains accurate records of channel partner activities, agreements, and program participation.
• Administer and support channel partner incentive programs, including tracking performance and calculating payouts.
• Manage & communicate with the channel team on compliance with partner agreements, program rules, and company policies.

Process Optimization

• Identify and address inefficiencies or bottlenecks in channel programs and sales processes.
• Develop and document standard operating procedures (SOPs) to ensure consistency and scalability.
• Work with cross-functional teams to automate workflows and improve partner satisfaction and partner sales team productivity.

Collaboration and Communication

• Serve as the primary point of contact for programs and sales-related queries from the channel sales team.
• Coordinate with internal teams (e.g., marketing, finance, IT, and supply chain) to align channel strategies with overall business objectives.
• Provide feedback from the channel team to enhance product offerings and marketing strategies.
• Support the planning and execution of new product launches or promotional campaigns to channels.
• Facilitate and maximise leverage on tools, systems, and resources.
• Collaborate with the APJ team and global team to address challenges, improve efficiency, and optimize their sales performance.