Title: Channel Account Manager, Spain & LATAM
Location: Madrid (Spain)
Experience: mid-level
Job Function: Channel Sales
Employment Type:Full-Time
Industry:Information Technology and Services
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. The company helps security teams manage cryptography as critical infrastructure by simplifying PKI, automating certificate lifecycle management, and enabling crypto-agility at scale. In 2019, Keyfactor decided to widen its investment and acquired Redtrust, a Spanish company pioneer in the management of people's identity through the custody and management of digital certificates. Redtrust has a strong reputation for providing top-notch products and services in Spain. The expansion to the Latin American market is a natural progression for the company, which aims to meet the growing demand for secure digital signing tools in the region.
The Latin American market presents a tremendous opportunity for Redtrust as the region cybersecurity needs and regulations have rapidly grown and evolved. Keyfactor is committed to providing its customers in Latin America with the same level of quality and service that has made it successful in its current market.
As Channel Account Manager youâll support to leverage Keyfactorâs existing infrastructure and expertise to offer Redtrust product to customers in both Spain and LATAM regions, by establishing partnerships with local distributors and partners to ensure that Redtrust is widely available to customers.
RESPONSIBILITIES:
- Develop and execute the joint strategic business plan that will drive all aspects of the partner relationship including executive direction and focus, solution and sector focus and investment, business development, enablement and certification plans, demand marketing, joint solution development, etc.
- Responsible for providing reliable forecasting and clear and accurate reporting for the region.
- Identify and develop key relationships within each partner account, including executives, sales, marketing and technical within each partner account.
- Maintain a commitment to company values, processes and objectives.
- Act as an ambassador for Redtrust.
- Responsibility for negotiating partner contracts.
- Work closely with marketing, product and team to create all relevant material necessary for partner success.
- Present and promote Redtrust's value proposition and our capabilities ensuring accurate positioning of Redtrust within the partner portfolio.
- Drive your partners to increase their investment and commitment to Redtrust.
- Be a partner in the sales organization that supports and grows your partner-influenced business in relation to your sales efforts and objectives.
- Manage all aspects of your partner relationships.
- Source new opportunities for our sales team through your partner ecosystem and support them throughout the sales process.
- Develop and execute joint solution development plans with an emphasis on markets and industry verticals.
- Provide regular communication and transparency to promote the success of the partnership both internally and externally.
- Lead regular business performance and relationship reviews with Redtrust senior management.
- Update internal CRM system with activities and information as needed and in accordance with senior management expectations.
The position is based in our Madrid office and applicants must hold a valid right to Work in Spain.
EXPERIENCE & SKILLS
- Bachelor's degree in Business/Technology or relevant experience
- Significant experience in technical sales and partner/channel/key account management.
- Demonstrable international sales experience is desirable.
- Language requirements: Spanish and English (other languages, in particular Portuguese, are desirable)
- Strong customer orientation with ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Excellent communication skills, clear and transparent, and ability to communicate across different cultures / geographic regions.
- Advanced written and verbal communication skills, including the ability to deliver professional presentations to both small and large audiences.
- Ability to write and execute strategic sales plans.
- Ability to effectively utilize analytical and creative skills.
- Experience in a fast-growing company or business unit is a plus.
- A thorough understanding of how sales and prospecting companies and partners evaluate security, software and SaaS Solutions.
- Interest and ability to learn technical concepts within the areas of security and cryptography with the ability to communicate them at an intermediate level. Experience in contract negotiations.
- The successful candidate will be able to work with multiple deadlines in a fast-paced, mid-stage startup environment.
- Experience in achieving business goals and motivating people to achieve them.
General knowledge of IT security, PKI, certificate issuance and centralized certificate management, as well as digital signature solutions will also be advantageous.
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.
Keyfactor is a proud equal opportunity employer.
Keyfactor Privacy Notice
