Software Channel Account Manager

Overview:

One Identity is an award-winning software vendor that delivers unified identity security solutions, helping customers strengthen their overall cybersecurity posture and protect the people, applications and data essential to business. 

With a focus on working hand in hand with our partners for mutual success, our channel ecosystem ‘underpins’ the strategic growth of our business.  To support that growth we are currently looking for a senior Channel Account Manager (CAM) to join the One Identity team in UK & Ireland. 

The CAM will work in tandem with the UK&I Sales Director and existing members of the Channel team to help define, develop and execute the channel strategy for the region, while building and expanding senior level relationships within the channel (Distribution, Re-Sellers and Global System Integrators) and generating incremental revenue from initiatives with the identified partners. 

Additionally, the CAM will be working closely alongside the UK&I Account Managers as well as Sales Engineers and the One Identity Marketing team to execute the Channel Strategy. 

• • Contribute to the refinement and execution of the UK&I channel strategy to support the goals and growth targets of the UK&I business, with a focus on driving incremental Partner-led growth, Partner Recruitment and Activation 
  • Build, agree and drive joint business plans and routes to target markets with UK&I distribution and partners, particularly for prioritised market segments 
  • As part of the agreed joint business plan, develop and agree marketing and enablement activity to support the go-to-market initiatives and, where applicable, uniquely branded partner solution offerings. 
  • Define with the partner joint ownership of each go-to-market initiative with key executive sponsors from within both the partner and One Identity, particularly the functional groups such as Sales, Presales and Professional Services. 
  • Be able to articulate on One Identity messaging across the entire product portfolio to train partners sales team on key sales messages. 
  • Work with the Sales team to build and maintain an accurate pipeline of opportunities for the UK&I region, via key partners and GSI’s. 
  • Undertake periodic reviews of the business plan against agreed targets with milestone metrics to track achievement and/or develop alternative strategies and tactics to bring the partner back on to agreed plan. 
  • Provide timely and accurate performance reporting to meet any required input to UK&I management forecasting 

    

• • 7+ years of proven channel experience with Enterprise software, preferably focused on Identity and / or Security centric products. 
  • A clear track record of success against targets when working with both Distribution / Value Add Re-sellers and Global SI’s within a large software sales organization. 
  • A wide network of established contacts across the Channel to accelerate One Identity’s growth within strategic partners. 
  • Willingness to travel to partners across the UK&I as and when needed. 
  • Technical acumen with ability to present and sell technology products in a business context. 
  • Strong commercial and negotiation skills at enterprise level. 
  • Excellent interpersonal and presentation skills. 
  • Ability to be independent and work on own initiative at times, but still excel as part of a team. 
  • High standard of excellence, professionalism, and role model behaviour. 

    

  Company Description 

  One Identity delivers unified identity security solutions that help customers strengthen their overall cybersecurity posture and protect the people, applications and data essential to business.  

  Our Unified Identity Security Platform brings together best-in-class software to enable organizations to shift from a fragmented to a holistic approach to identity security. 

  With team members around the globe, we intend to continue to grow revenues and add value to customers. 

  When you join our team, you will have the opportunity to build and develop products and services at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment. 

  Why work with us? 

  • Life at One Identity means collaborating with dedicated professionals with a passion for technology. 
  • When we see something that could be improved, we get to work inventing the solution. 
  • Our people demonstrate our winning culture through positive and meaningful relationships. 
  • We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential. 
  • Our team members’ health and wellness is our priority as well as rewarding them for their hard work. 

  One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.  

  One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages. 

  .