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Regional Partner Manager (EMEA North & Benelux) at Vectra AI
EMEA / Benelux

About Vectra AI

From campuses to data centers to the private cloud, Vectra provides continuous, automated threat surveillance throughout the organization to proactively expose hidden and unknown cyber attackers in your network.  Our cybersecurity platform is based on a simple principle for finding hidden threats: Apply artificial intelligence to the most authoritative source of data and seek out the fundamental threat behaviors that attackers simply can't avoid.  Instead of using traditional payload inspection, Vectra relies on the only source of truth and fidelity during a cyber-attack – network traffic.  Logs and other low-fidelity sources are unable to detect hidden attacks in progress. Using artificial intelligence, Vectra combines data science, modern machine learning techniques and behavioral analysis to expose the fundamental actions of cyber attackers as they spy, spread, and steal in the network.

 

The Role: Regional Partner Manager, EMEA North & Benelux

Vectra is seeking a self-starting, highly motivated channel sales professional to join our Partner Sales organization as a Regional Partner Manager (RPM). 

As RPM you will own and manage the relationship between Vectra and the channel landscape, including VARs, SIs, MSSPs and distributors. All aspects of partner recruitment, partner enablement, business planning, sales, sales forecasting, joint marketing activities, etc. will be the responsibility of the RPM.

The RPM is responsible for managing the Vectra Channel partners in EMEA North and Benelux to meet and exceed revenue targets, new customer logos, market share and other channel performance metrics defined in the Vectra partner program.

The Regional Partner Manager will need to be passionate about the extraordinary value Vectra is providing to our customers while also conducting themselves with professionalism, honesty, and integrity.  Vectra has an aggressive, but methodical, approach to driving growth, and the successful candidate will need strong experience in channel management as well as in selling to end-customers carrying own quota.

 

 Typical duties & responsibilities (but not limited to):

  • Working with Distribution Partners to identify, recruit & enable new Partners, that match the ideal partner profile for Vectra.
  • Working with Channel Partners to identify and develop new business wins for Vectra.
  • Development and execution of a partner account plan in close coordination with the Regional Sales team. This will include strategic direction/goals, business planning, account mappings, lead / pipeline generation, know-how transfer, etc.
  • Working with the marketing team and the Channel Partners to develop and manage marketing plans to further Vectra business and develop a win/win relationship.
  • Manage the financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, rebate, etc.
  • Manage the SMB pipeline together with the partners, assisting the partner with required resources and closing the deals.
  • Representing the needs of the Channel Partner to Vectra.
  • Together with Channel Partners commercial and sales teams, visiting prospective and existing client sites.
  • Maintain high activity rates with focus partners including Onsite meetings, Partner facing calls, quarterly business reviews, etc.
  • Establishing a support mechanism to make Vectra the easiest and preferred vendor to work with and actively remove barriers to that gain.
  • Actively work with the Regional Sales Managers on regional channel strategies to achieve the key goals of Vectra and the Channel Partners.
  • Presentation and solution selling at the highest levels. Position Vectra solutions and articulate Vectra strategies (value propositions) at events and customer meetings.
  • Coordinate and manage interaction between Channel partners and other key Vectra teams including Regional Sales Managers, Marketing team, Sales Engineers, Business Operations, etc.
  • 3-4 days a week travel;

 

Candidate Requirements

  • A proven security channel sales professional (5+ years channels sales experience in Cyber Security, Network Security, SIEM), who has the ability to develop strong, lasting relationships including senior level.
  • An excellent network in the security channel landscape in EMEA North and Benelux.
  • Excellent communication skills, written and oral in English. Swedish, Danish, French or Dutch being a plus.
  • Must be a team player and have strong interpersonal skills and desire to work in a dynamic and fast-pace environment.
  • Must have the ability to work autonomously, be self-motivated and a strong influencer.
  • Must be willing to travel in assigned territory.
  • Strong presenter and closer. Demonstrate the necessary skills to negotiate issues with peers, distributors and partners using a Win/Win philosophy.
  • Must be willing to adapt as necessary to accommodate changes in industry and company direction.
  • Must have a commitment to customer service and the motivation to work with limited supervision.
  • Must have a successful track record in meeting sales quota objectives.
  • Must have an understanding of and experience in strategic selling and working with distributors.
  • Must have experience developing distribution/channel strategies, preparing proposals, quotes and business plans and presenting networking products.

 

Special Conditions

  • Track record in appropriate Channel development (10 named distributors & resellers).
  • 3–5 references are required (Reseller, Distributor, Manager, Peer).
  • A full clean driving license is required for this role.

 

Remuneration Package

Vectra will offer the successful candidate the following salary package:

  • Basic salary (depending on experience)
  • OTE 60:40 commission structure (with accelerated commission for over-target performance)
  • Car allowance