Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 9,000 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in our Cambridge, UK headquarters, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications.

For more information on our cutting-edge technology, visit darktrace.com.

Job Summary

We are seeking a Regional Channel Manager to evangelize the Darktrace message and drive mutual revenue with new and existing partners. This is a high-impact opportunity to join a growing org and work with a multitude of partners; the successful candidate will collaborate closely with the regional sales team to generate new business opportunities and enhance channel performance, as well as partner with other GTM and support functions to achieve operational efficiency. 

Location: The ideal candidate will be based in Denver, San Francisco or Seattle.

 

Key Duties & Responsibilities

  • Develop, implement, and manage targeted and measurable partnership strategies and campaigns to generate new business opportunities as well as upsell opportunities with channel partners.
  • Working closely with the marketing and internal sales support teams to maximize partner recruitment, training and sales.
  • Providing the manager with activity reports, channel information and forecasting information.
  • Actively participate in relevant technology and client industry events to promote Darktrace software products whilst building a wide-spanning trusted network of long-standing business partnerships.
  • Continually analyze and review Partner Community performance data to identify and remediate operational gaps and increase software product sale outcomes.
  • Develop, define, implement, continually refine and manage segmented client portfolios, with consideration to (but not limited to) industry type, region, annualized revenue, software product type and likely product sale profitability.
  • Actively plan and facilitate software product knowledge sharing, operational collaboration and cross-training of all community to assure a high level of team engagement, minimize key person risk, support business continuity and maximize team efficiencies.

 

Qualifications & Experience

  • Minimum of five (5) years’ proven experience.
  • High level awareness of an end-to-end software product lifecycle.
  • Excellent presentation, facilitation, negotiation and influencing skills.
  • Proven partnership skills (selling with partners or selling for vendors)
  • Prior experience and proven ability to successfully manage;
    • a culturally diverse and growing partner community
    • targeted and measurable partnership strategies and campaigns.
    • segmented client sales portfolios.
  • Solid commercial acumen, negotiation skills, written and verbal communication skills.
  • Ability to build lasting relationships with stakeholders across all organizational levels through open, honest, two-way and frequent communication.

 

Benefits

  • 100% medical, dental and vision insurance, plus dependents
  • Paid parental leave
  • Pet insurance
  • Life insurance
  • Commuter benefits
  • 401(k)

 

For US based candidates, the annual pay range (OTE for commissioned roles) for this position is $225,000- $275,000. The actual offer will be based on the role, location, and individual experience.

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