Title: Channel Account Manager â France
Employment Type:Full-Time
Industry:Information Technology and Services
Location: Paris, France
ABOUT THE POSITION:
Keyfactor is one of the worldâs leading companies for Machine Identity, Certificate Lifecycle Management and Public Key Infrastructure (PKI) Solutions. Weâre expanding rapidly and growing in terms of both revenue, number of customers and personnel. Our EMEA Channel team is looking for a channel leader to grow new channel and expand existing partner business. We are looking for a senior leader with strong sales experience to work with our local sales teams in France and Southern Europe for channel growth.
IN THIS ROLE YOU CAN EXPECT TO:
Your main responsibility will be to help create and implement the strategy to develop the partner relationships in your area, aiming for full partner enablement both in regard to selling and delivering our products and solutions. We are looking to both scale our partner ecosystem and deepening of our already existing partner relationships. Together with your partners you will be creating joint marketing activities, planning events, coordinating trainings, and facilitating the alignment between our respective business models ensuring an enhanced end-customer value. A big emphasis will be put on understanding the complete partner account, their offerings, and their business models. Internally our main task is to enable our business to scale and grow revenue by levering our partnerâs market connections and ability to multiply the total number of sales cycles. Any individual sales cycle will be driven by our direct sales team and your task will be to help them choose the right partners for right opportunities.
We are looking for an individual that is a strong relationship builder. A natural part of this role will be to participate in events, summits, and tradeshows where you may also be required to do the occasional speaking slot.
While the emphasis for this role will be to drive and develop business though partner management, we believe a key part of being successful here is a genuine interest in our products and our technology. A good technical understanding of IT in general, and IT security in particular, along with an ambition to become the subject matter expert on our products and capabilities will be essential.
You will be working closely with several Keyfactor Teams including sales, professional services, sales engineering, marketing, finance, and management, and the ability to create good personal relationships within the company will be essential to your success. We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Channel Account Manager at Keyfactor we believe that these skills are inherit to who you are.
You will be reporting directly to the VP of Chanel EMEA. This position being based around the greater Paris area. Travel between 30-50% will be a natural part of this position.
RESPONSIBILITIES
- Develop and execute the strategic joint business plan that will drive all aspects of the partner relationship including executive direction and focus, solution and industry focus and investment, business development, enablement and certification plans, demand marketing, joint solution development etc.
- Responsible for delivering a reliable forecasts and clear and accurate reporting for the region.
- Identify and develop key relationships within each partner account including executive, sales, marketing and technical within each partner account.
- Maintain a commitment to the companyâs values processes and target visions.
- To act as an ambassador for Keyfactor.
- Responsibility for negotiating partner contracts.
- Work closely with marketing, product owners and sales enablement to create all relevant material needed for partners success.
- Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactorâs accurate positioning within the partner portfolio.
- Driving your partners to grow their investment and engagement with Keyfactor
- Be a partner to the Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
- Manage all aspects of your partner relationships
- Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion
- Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
- Develop and execute joint solution development plans with emphasis on targeting industry verticals and markets
- Provide regular communication and transparency to promote the success of the partnership both internal and external
- Lead regular business performance / relationship reviews with senior Keyfactor and partner management
- Update the internal CRM system with activities and information as needed and aligned to senior management expectations
BACKGROUND AND PERSONAL QUALITIES
- University degree in Business or Technology
- 10+ yearsâ experience in technical sales and Partner/Channels/KEY Account Management
- Minimum of 3 years international sales experience.
- Language requirements:
- - Excellent command of English is required
- - Advanced proficiency of additional languages highly recommended - including French and Spanish
- Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
- Advanced written and verbal communication skills including ability to make professional presentations in front of both small and larger audiences.
- Ability to write and execute strategic sales plans.
- Ability to utilize both analytical and creative skills effectively.
- Experience in a rapid-growth company or business unit is preferred.
- A thorough understanding of how sales and prospecting companies and partners evaluating security, software and SaaS Solutions.
- An interest and ability to learn technical concepts within security and cryptography areas with the ability to communicate them at an intermediate level. Experienced in contract negotiations.
- Successful candidate will be able to work with multiple deadlines in a fast growing mid-stage start-up environment.
- Experience in working towards companywide targets and motivating individuals to achieve them.
It will also be advantageous if you have a general understanding of IT-security, PKI, Certificate Lifecycle Management and open-source software.
CULTURE, CAREER OPPORTUNITIES, AND BENEFITS
At Keyfactor, we are looking to build teams that continually strive to make things better for our customers and make each other better. You will be challenged daily and given opportunities to grow yourself and your career. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and encourage ownership of customer outcomes. Our goal is to develop the most desired individuals in the workplace, but create a culture that people choose to stay.
Our core values are extremely important to how we run our business and what we look for in every team member:
- Trustis paramountâ We deliver security software and solutions where trust is of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
- Customersare core- We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
- Innovationnever stops, it only accelerates- The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
- Deliver withagility-We thrive in high paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
- United byrespectâ Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy, both in our business and in our communities.
- Teamsmake âitâ happen- Vision and goals are not individually achievable - They require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
In addition to a great work environment and strong culture, benefits include fully paid medical, dental, vision, short- and long-term disability, life insurance, 401k match after first month of employment that vests immediately, and unlimited PTO.Keyfactor is a proud equal opportunity employer.
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