Senior Channel Manager - APAC

Job Summary

As a Senior Channel Manager you will be responsible for building out and supporting our ecosystem of partners spanning system integrators (SIs), consultants, value added resellers (VARs), managed security services providers (MSSPs) and strategic alliances in the APAC Region. You will lead the recruitment and enablement of these partners and work closely with them and the associated account teams to drive end user adoption of Bugcrowd’s products and services.

Essential Duties & Responsibilities

• Develop and manage relationships with key channel partners, including resellers, system integrators, consultancies, MSSPs and distributors in the APAC region.
• Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through motions, partner enablement, incentives, events, and joint product and services offerings.
• Partner with Account Teams + Sales Engineering to communicate Bugcrowd’s value to our prospective and signed partners to become a valued and strategic cyber security partner. 
• Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects.
• Negotiate and sign partners to drive Bugcrowd product + service adoption and partner differentiation and profitability.
• Collaborate with partners to execute marketing programs, joint business plans, and sales enablement initiatives.
• Work closely with internal teams, including sales, marketing, and technical support, to ensure seamless collaboration with channel partners.
• Monitor market trends, competitive landscape, and emerging technologies to adjust strategies and maintain a competitive edge.
• Travel across the APAC region to meet partners and customers as needed.

Knowledge, Skills, and Abilities

• 5+ years in sales or channel sales and preferably prior experience selling
• Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and `industry thought leaders)
• Proven track record of managing and growing channel relationships in the APAC region.
• Strong understanding of the technology ecosystem, including cloud, networking, software, and hardware solutions.
• Prior experience working in early stage channel growth
• Excellent written, verbal, visual communication skills and strong work ethic 
• Ability to travel to all countries in territory with a valid travel documentation. (25%-50% of time)
• Previous experience and relationships with ASEAN, Japanese, or South Korean IT security providers.
• Experience supporting cyber security products preferred
• Excellent communication, presentation, and interpersonal skills.
• Ability to work independently, manage multiple projects, and meet deadlines.
• Experience working in a multicultural environment and willingness to travel frequently across the APAC region.

Working Conditions and Physical Requirements

• The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
• Sitting and / or standing - Must be able to remain in a stationary position 50% of the time
• Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.
• Environment - remote, work-from-home 100% of the time.

ADA Statement

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at [email protected].