Channel Account Manager

About them:Their mission is to create a world where no one fears for the security of their data online because every business has the capacity to protect itself.They're a product-led team of cybersecurity experts, engineers, data scientists and sales professionals, building breakthrough technology that enables businesses of all sizes to obtain assurance and maintain their ongoing security posture, from our modern digital platform. Their initial product has made considerable success throughout the UK in penetrating the small and medium business market and they stand on the edge of delivering to larger businesses and internationally. It’s also where their engineering, product leadership and operations sit together alongside marketing and sales to support them and deliver results.They are an industry leader in cybersecurity, winning prestigious awards for its innovative approach to protecting businesses. Recognized as Cybersecurity Startup of the Year in 2019 and UK Innovative Vendor of the Year in 2020, they went on to win SME Security Solution Award in 2021 and Cybersecurity Company of the Year in 2022. Most recently, it won Best Cybersecurity Product and Security Vendor of the Year - SME in 2023. With its commitment to innovation and helping businesses stay safe online, CyberSmart is a rapidly growing company poised for future success.Their challenge: With an ambitious vision, the backing of several leading investors and acceleration by NCSC and Google, they're on the verge of revolutionising the way businesses approach security. They're tackling one of the biggest socio-technical challenges the world faces as they rapidly digitalise our economy. In order for them to reach the millions of businesses out there, they have to get three things right - building a world-class product, deliver it to their customers and have all the organisational infrastructure to do so at scale. Creating the future of digital trust is no small feat, but they are up for the challenge.As a Distribution Account Manager, you will play a pivotal role in shaping how they engage with major distributor partners to drive continued growth at scale.This is an opportunity to:Help optimize and maximize a high-potential sales channelBuild strong relationships with leading distributors through your passion for their mission and solutionsIncrease their market penetration through distributor partnershipsBe on the frontlines of their rapid expansion into new segments and geographiesJoin a high-growth cybersecurity innovator defining the future of SMB securityYou will face exciting challenges:Navigating complex distributor organizations to identify and engage key stakeholdersCustomizing incentive structures and sales campaigns tailored to each distributorAnalyzing trends in channel pipeline health and performanceOnboarding new distributors and optimizing existing partnershipsEnsuring their message resonates with distributor sales teamsCoordinating channel initiatives across multiple internal teamsIf you are an ambitious sales leader excited by the challenge of maximizing a vital channel during hypergrowth, we want to hear from you. This is a high-impact role for the right candidate ready to thrive in a fast-paced environment.The Team:They are scaling up quickly but the three core values they are built on continue to guide them. First, they foster collaboration across all areas of the business. Second, they are committed to constant evolution. They are willing to change anything that isn’t working for their customers or their employees. Finally, they empower every member of the team to take ownership of their areas of expertise and lead the rest of the business.
If you want to grow as a person and professionally while they grow as a company, you’ve come to the right place.“I've never worked at a place quite as driven by its mission. It feels great to be part of a team that is committed to creating an excellent service. The leadership really encourages ownership and champions their staff in their individual development.” -Glassdoor reviewThe RoleTitle: Distribution Account ManagerJob Location: Second Home, Shoreditch, London / RemoteReporting to: Head of SalesStarting From: June 2024Overview:As the Distribution Account Manager, you will be responsible for managing and growing our relationships with key distributor partners with a network of several hundred active resellers. You will work closely with their internal sales teams and external distributors to drive revenue growth through this strategic channel.Responsibilities:Develop and execute sales plans to achieve revenue targets through the distribution channelServe as the primary point of contact and relationship manager for assigned distributorsEducate distributor sales teams on their solutions and value propositionWork with distributors on sales incentives, promotions, and marketing campaignsAnalyse sales performance data and identify areas of opportunity in the channel sales pipelineCollaborate with marketing on relevant channel enablement materials and campaignsParticipate in quarterly business reviews and ongoing communications with distributorsGather market intelligence and competitive insights from distributorsTravel occasionally for distributor meetings, events and conferencesRequirements:5+ years in senior channel account management rolesSuccessful track record managing global distributor relationshipsExperience selling SaaS/cloud-based cybersecurity solutionsStrong negotiation, presentation and relationship-building skillsEntrepreneurial drive and ability to influence across organisationsExcellent communication and interpersonal abilitiesStrategic thinker with analytical and problem-solving skillsKnowledge of sales performance metrics and reportingBachelor's degree in Business, Marketing or a related fieldDiversity: They want everyone to feel that they can be their true, authentic selves at work. They foster a workplace free from discrimination and strongly believe that diversity of background, experience, and vision will lead to a better environment for our employees, customers and partners. This is something they value deeply. They believe that diversity strengthens and enriches who they are, and it is important to us that our team reflects every aspect of their world and they, therefore, encourage applicants from all backgrounds. Any disabled applicants who meet the minimum requirements of the job as set out in the job description will be guaranteed an interview if requesting to be considered under this scheme. If there’s anything they can do to make our interview process or working environment more inclusive and to meet your particular needs please let us know. Their office in Second Home, Shoreditch, has full wheelchair access. There are designated areas for breastfeeding and to observe prayer, and if the hustle and bustle of a busy office environment is not for you, you can hide away in one of the many quiet, soundproof hubs dotted around the office. Benefits:A competitive salaryFlexible working hours and a remote-first working environment (in-person collaboration sessions will be required from time to time and will be fully expensed)25 days of annual leave plus public holidays1 day additional leave for every full year of employment to a maximum of 5 additional daysYour birthday as a free holiday dayAccess to our Employee Equity SchemePrivate health care upon successful completion of probationAnnual learning and development grant of £2,000£500 Personal Growth grant to spend at your discretionAccess to Spill, our mental health and wellbeing support networkRegular team breakfasts and lunches, plus monthly fun team activitiesA vibrant and supportive team cultureA beautiful workspace in Shoreditch, designed with natural light, lush plants, and complimentary high-quality tea and coffeeThe necessary technology, including a MacBook and additional equipment, to create an optimal home working environment and enable you to excel in your role, including a £250 yearly office equipment/maintenance grant