Channel Account Manager (EMEA)

The 20 Coolest Web, Email, and Application Security Companies Of 2024: The Security 100

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

About the Position

We are looking for a talented, passionate, and driven Channel Sales Manager in the UK interested in joining our global channel team to help take Contrast Security to the next level. This unique position requires a multi-talented, goal-oriented individual to be engaged, aligned, and accountable to the overall UK channel strategy. The role will report to Global Channel Leadership with a strong dotted line to the VP of Sales (UK). (Applicant must be located in the United Kingdom - London Preferred)

Responsibilities

• Design, develop, and execute a partner strategy that drives the Enterprise, Commercial, and Public Sector Accounts by incorporating a comprehensive recruitment, enablement, and marketing plan against new and existing partners
• Lead and coach the UK team in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Contrast footprint across the EMEA Market in alignment with the UK Sales team(s)
• Ensure Ethe UK Channel strategy aligns with Contrast Global channel and sales strategy to drive top-line revenue growth
• Actively lead and drive the recruitment of all new and appropriate channel partners in the UK Space and develop the Contrast partner ecosystem while driving executive-level relationships within the various partners
• Drive the team by developing and executing a joint value proposition for each partnership and communicating internally and externally. Build business plans with timelines, success metrics, and planned activities to achieve goals
• Quarterly (if not more frequent) updates to Contrast management regarding partner issues, success, and updates
• Contribute as a member of the channel leadership team globally in the ongoing development and execution of the partner growth strategy
• Meet or exceed revenue targets as directed by Global leadership
• Manage objectives across the UK and communicate results to the leadership team
• Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes
• Define mutual goals and objectives based on overall company strategy and drive the team to build awareness and support of the comprehensive strategic benefits of the channel
• Evangelise company products in conjunction with strategies to recruit key alliances/partnerships and adjacent routes-to-market
• Provide financial analyses, long-range forecasting, and analysis studies associated with potential alliances/partnerships and routes-to-market
• Establish metrics to assess the sales impact of the partners in the marketplace and the overall success of the UK channel
• Monitor competitor activity in accounts, implement strategies to maintain account ownership, and block competitor advancement
• Effectively manage objectives, drive accountability, and provide strategic and tactical directions for Contrast in all aspects of channel enablement, marketing, and sales within the geography

Qualifications

• 8+ years working with large resellers/distributors in the EMEA and UK space and an understanding of their structure and go-to-market strategies
• Experience working for / or with Security Software Companies
• Strong track record of scaling a business and ability to successfully build and manage a partner Go-to-Market model within the UK market
• Understanding of Partner Programs and contracts associated with them
• Excellent analytics skills and accountability, Salesforce.com experience a plus
• Travel throughout the UK as required
• Preferably bilingual with English and German or French




We are focused on building a diverse and inclusive workforce. We encourage you to apply if you’re excited about this role but do not meet 100% of the abovementioned qualifications.

What We Offer

• The onboarding, training, and tools to allow you to excel from day one
• A team who are generous with their knowledge and time, who work collaboratively and provide each other a platform to succeed 
• A competitive salary package that includes stock options

#LI-MA007 #LI-remote

We are changing the world of software security. Do it with us.  

We believe in what we do and are passionate about helping our customers secure their business.

If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.

Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.