Channel Sales Manager

Channel Sales Manager 

The Company

Every day, NuHarbor Security improves the cybersecurity of our clients.  Our managed security services are always watching over them, ensuring their systems are configured correctly and alerting them when real security events occur, while our penetration testing and information assurance teams provide security insight and recommendations to improve protections and shared response activities.  We’re growing quickly because our clients, and the general market, are looking for more comprehensive assistance with their security strategy than product vendors or traditional service providers can offer.

The Role

The Channel Sales Manager is a key member of the NuHarbor sales team.  Working in conjunction with the Sales Leader, the Channel Sales Manager is responsible for expanding NuHarbor’s reach through our strategic partners.  The Channel Sales Manager will cultivate sales capabilities and engage partners, develop business models and implement channel strategies for effective collaboration.  

What you’ll do

• Lives by the NuHarbor corporate values: Protect the House, Help Clients Win, Always Improve 
• Implement and adjust the partner strategy to align with the Sales goals and company initiatives 
• Perform regular review of Partner performance and strategic fit with NuHarbor. 
• Negotiate contracts with partners that result in mutually beneficial outcomes. 
• Evaluate new partners that should be considered as added to our portfolio of technology partners.  
• Frame out partner agreements, including terms, discount levels (transfer prices, etcetera) and present to management for final approval/execution. 
• Review partner ecosystem to include how to activate all sales channels within Company environment. 
• Develop annual orders plans for partners and work in collaboration with sales leader to develop annual goals and accompanying market activation plans to realize order/revenue targets 
• Advocate for NuHarbor as needed with partner peers; examples include internal escalation in resolution of commercial conflicts, help as needed with technical resources in support of either existing clients or pursuit/capture of clients 
• Ongoing education and influence of NuHarbor sellers' actions through effective partner enablement, partner sponsored incentives. 
• Administration of partner contracts to include maintaining required certification levels, order thresholds achieved. 
• Complete regular forecast reviews with partner peers to give overview of expected forecast, highlight of top deals per quarter, and manage calls to action in support of forecast target achievement. 
• Ongoing partner leadership and executive relationship management to drive joint organizational initiatives to capture targeted market/customer segment(s) 

Your foundation.  The requirements for this role:

• Bachelor’s Degree in Business, Marketing, or related field 
• In lieu of a degree, 4 years of experience in a related technology field and relevant industry certifications 
• A minimum of 10 years of experience in sales, marketing and/or technology services. 
• 5+ years of demonstrated success in channel sales with technology partners. 
• Active driver’s license and willingness to drive to company locations and meetings regularly  
• Consistent track record of leading complex sales situations through negotiation and conflict resolution. 
• Demonstrated understanding of technology trends, channel business models and account management.  
• Proven ability to develop relationships and effectively engage at all levels within partners, from sales to executive.  
• Successful record of quota achievement. 
• Strong verbal and written communication skills, including the ability to simplify the complex for different stakeholders and audiences. 
• Must be a citizen of the United States. 

Additional capabilities that will differentiate you for this role:

• Existing relationships and/or successful experience selling complex cybersecurity solutions. 
• Working knowledge and experience with a CRM (HubSpot preferred). 
• Experience in and/or with SLED, Higher Education, and Public Sector as well as Private Sector businesses with a demonstrated understanding of these different business models and drivers 
• Proven ability to build relationships with CxO stakeholders including effectively addressing key business issues by aligning the value of solutions to the customer. 

 The Rewards

What you can expect:

• The engagement and support of company leadership who recognize the challenge of marketing a complex cybersecurity solution in an always-changing market
• An organization that recognizes and rewards employee commitment and contribution to our customers’ satisfaction and success
• Growth in your career and capabilities as you help chart a path to improve customer success
• A collaborative and driven working environment in a rapidly growing company and market
• A fun and social working environment where you are encouraged to be your true self

You can also expect competitive salary and benefits, including paid time to give back in your community and generous PTO.

We are purpose driven. We, as an organization, above anything else protect the house first and then help our customers win.  If this sounds like the kind of organization, you’d like to be a part of, we’d like to hear from you.

AAP/EEO Statement

The Equal Employment Opportunity Policy of NuHarbor Security is to provide a fair and equal employment opportunity for all associates and job applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, marital status or disability. NuHarbor Security hires and promotes individuals solely based on their qualifications for the job to be filled.

NuHarbor Security believes that employees should be provided with a working environment which enables each associate to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability.  We expect and require the cooperation of all employees in maintaining a discrimination and harassment-free atmosphere.