Channel Account Manager - DACH - H/F
L'entreprise
Did you know that 80% of cyber-attacks are executed through privileged access?
A software company providing cybersecurity solutions, WALLIX Group is the European specialist in Privileged Account Management (PAM), Identity as-a-service (IDaaS), Password Vaulting, and Identity & Access Governance (IAG). In response to recent regulatory changes and the cybersecurity threats affecting all companies today, WALLIX’s solutions help users defend against cyber-attacks, theft and data leaks linked to stolen credentials and abused privileges. It is the first market solution to have been awarded first-level security certification (CSPN) by France’s National Cybersecurity Agency (ANSSI) and thus meet all criteria for regulatory compliance.
Recognized by several analysts such as Gartner & KuppingerCole, WALLIX is Leader in the Privileged Access Management (2022 Leader in Gartner’s MQ for PAM Magic Quadrant).
WALLIX is listed on the Euronext (EPA:ALLIX) and distributed by a network of more than 300 Channel and MSP Partners as well as trained and certified System Integrators, WALLIX secures more than 3000 companies in securing their digital future.
Le poste
We are looking for a Channel Account Manager for the DACH region… Are you up to the challenge? The position can be based in Munich - where we have our WALLIX office - or in a remote location in a major German city.
The Channel Account Manager is responsible for developing and managing WALLIX’s high-growth, high-potential partners in IT and OT spaces. They are responsible for developing Channel territory business plans that supports the region objectives, with Channel and MSP partners as well as Distributors to hit revenue and profitability targets.
The job :
- Prospect, recruit, animate, develop and retain the network of partners (VARs and MSPs) by building a relationship of trust and proximity ;
- Define the strategy and implement a business action plan ;
- Identify, Detect and Track Projects ;
- Manage a joint business pipeline with the WALLIX Territory Account Managers (identification & meeting of contacts, alone or with member of the pre-sales technical teams) ;
- Create business & marketing plans, implement it with partners ;
- Participate to WALLIX events, trade shows & partners events ;
- Provide partners with the necessary tools and support to effectively sell WALLIX solutions ;
- Ensure partner compliance against our Partner Program and MSP program
- Ensure partner training & expertise on WALLIX solutions ;
- Accountable for the Channel’s efficiency within your assigned territory
Profil recherché
Your profile :
Required :
- Self-starter with a minimum of 2 years of experience in Channel Management in the CyberSecurity industry.
- You understand the value Channel Partners brings to Software vendors and vice-versa.
- You’re mastering partner’s animation techniques.
- You’re mastering building relationships
- You’re creative and thrive in managing partners independently.
- You’re passionate about Cybersecurity and can articulate Security as a requirement.
- You’re willing to travel across the region as frequently as required for partner meetings and occasionally to HQ or other Wallix locations
- You’re able to drive a QBR with Partners
- SFDC knowledge and overall MS Office tools
- Fluent in German & English as a must, French could be a plus.
Desired :
- Account Management experience
- Understanding of the Cybersecurity ecosystem and CIO/CISO concerns
- Previous experience working for a Leading Cybersecurity Vendor
- Knowledge of both IT and OT markets in the DACH region and associated Channel and MSP partners
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