Are you experienced in developing NEW relationships with OEM Partners?
Do you want to work for a company that is at the forefront of Cybersecurity?
If so, this role could be for you!
In this role you will be responsible for selling a bleeding edge cybersecurity suite of solutions into globally recognized channel partners as an embedded joint solution. You will initiate, propose and close strategic distribution and licensing deals. Your focus will be on new channel acquisition and expanding our offerings with existing channels.
The right candidate will bring domain experience in seeking, negotiating and closing OEM embedded joint product offerings with the world’s leading networking hardware and/or cybersecurity providers. You will have generated business plans, revenue models and joint go to market activities to maximize the success of the channel relationship.
This is not an OEM Channel maintenance role. It is a new OEM partner new business role.
You will have significant experience in selling OEM solutions, with a demonstrable track record of closing large deals across a product suite. The company’s products are positioned at the cutting edge of technology for use today and in the future, there is significant interest across the market to utilize our quantum technologies and expertise.
Key Responsibilities:
• Negotiate, influence and close OEM embedded joint products with tier 1 solution providers in security, networking and cloud verticals.
• Deliver revenue targets and quotas for embedded channel sales, while building a longer-term pipeline of opportunities.
• Develop and execute the channel sales strategic account plans for embedding our products within premier vendors/solution providers.
• Discover and understand the go-to-market strategies, needs and risks, developing win-win business solutions.
• Gain a deep understanding of the account’s executive decision making and buying processes, identifying stakeholders and mapping to the company’s counterparts.
• Deliver value driven presentations to generate demand.
• Network extensively and build relationships with C-Suite decision makers, champions and multiple decision influencers in your target channel accounts.
Requirements:
• Minimum of 8 years of quota-carrying software sales experience
• Experience developing NEW relationships with tier 1 technology companies
• Have 5 + years in successful OEM sales getting software or hardware embedded into these vendor solutions.
• Applicants for employment for this position must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with the Company. (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status)
• Proven record of driving and closing large, lengthy sales cycles, ability to understand, articulate, and lead complex sales processes.
• Experience closing strategic OEM partners with a joint technology solution.
• Strong knowledge of the network security industry and technologies.
• Track record of hitting quota by qualifying and closing consultative sales, particularly multi-year and subscription-based services.
• Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team.
Compensation
$160,000 - $180,000 salary per year PLUS variable compensation.
