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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Channel / Business Development
Location: Dallas/Austin, Texas, United States
Type: Permanent F/T
Closing Date: 2005-09-25
Our client, a vendor of malware solutions is looking for an experienced
Territory Channel Development Rep who will build upon a track record of
creating successful software VAR channels for Internet Security Software
companies. We are looking for someone with demonstratable success in building a
Partner program, who has referencable, established contacts in Microsoft
Reseller and Security Partners worldwide. THIS IS NOT A QUOTA CARRYING SALES
POSITION. While we do feel prior sales skills are a plus, this position is
Salary and MBO based.
RESPONSIBILITIES/TASKS:
• Participate in building a 100% channel fulfillment model, identify,
recruit, train, and motivate Partners.
• Participate in the development of the Channel sales strategy for client
solutions.
• Identification, qualification and development of indirect (VAR) channel
and channel sales partners to achieve corporate goals.
• Generate, cultivate, manage and recruit new Partners both from your own
network, as well as from targeted lists from Microsoft and Software Security
VAR’s.
• Create regional business plans with channel partners.
• Thoroughly analyze and understand current and future Channel Partner
needs, requirements and objectives in order to successfully determine the
appropriate resources and budget requirements.
• Negotiate Channel contracts and policies with Partners.
• Schedule and conduct sales training and develop marketing plans with
Channel Partners.
• Provide follow up with Partners to ensure satisfaction with channel
program and customer satisfaction with product and services.
• Coordinate marketing activities with the VAR and cultivate working
relationships with the Regional Sales team to build an excellent business
relationship between the VAR and client.
• Work with Channel Marketing to develop the proper program infrastructure
to train and support VAR’s.
• Stay abreast of competitive industry and market intelligence, providing
feedback and customer service recommendations.
• Develop reporting and tracking tools within Salesforce.com.
• Responsible for, and measured against building momentum and tracking
Channel delivered (versus channel fulfilled) business
JOB REQUIREMENTS
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REQUIRED SKILLS:
• A self-starter with a track record of building and managing a successful
territory VAR channel for a software company. Must be able to call in to
multiple executive levels within an organization; familiarity with enterprise
applications, Microsoft Desktop products and/or email and security products is
a must. This is the number one requirement and only candidates that can
demonstrate this will be considered.
• Network of Security VARs in the territory.
• Expert knowledge of sales cycles and strategic solution selling
techniques a plus.
• Proven track record achieving measurable channel development goals.
• Experience working in a startup environment.
• Polish and professionalism in delivering presentations to executive
groups, and the ability to think on your feet and customize the presentation to
any audience.
• Ability to travel up to 50%, within the assigned territory.
• Ability to work remotely.
• Positive and energetic phone skills, excellent listening skills, strong
writing skills.
• Sales skills, sales training, Salesforce.com experience, a plus.
• Proficient with standard corporate productivity tools (email, voicemail,
MS Office).
CHARACTERISTICS:
• Team player with a strong commitment to establishing and following a
process.
• The highest level of personal and professional integrity.
• BA/BS, plus a minimum of 5 years relevant experience in enterprise
software channel development or sales.
ADDITIONAL INFORMATION:
Position Type: Full Time. This is a New Position opening
Reporting To: VP of Sales. Openings in East
CONTACT
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Candidates On Demand Group
Jason Glasser
Recruiter
jason@coddallas.com
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SECURITYFOCUS JOBS
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