Job Type
Full-time
Description
Who We Are
Guided by our Core Values, deepwatch is securing the digital economy by tenaciously protecting enterprise networks - everywhere, everyday. Our team, many of the most technically astute minds in cybersecurity, serves an impressive list of Fortune 500/Global 2000 companies. Our success is driven by our unique IP, Cloud SecOps platform and strategic partnerships with industry leading technology vendors. deepwatch is:

• CISO Choice Awards: MSSP Winner 2020
• Great Place to Work® Certified 2020
• Goldman Sachs portfolio company: $53m Series B investment 2020
• Splunk Partner: #1 Volume MDR/MSSP - Splunk Managed SIEM
• Forrester: Top 10 MDR

What We Do
deepwatch's innovative cloud platform and borderless SOC extends our customers' cybersecurity teams and proactively protects their brand, reputation and digital assets. Our powerful analytics platform analyzes billions of events each month and is trusted by hundreds of leading global organizations to provide 24/7/365 managed security services. We have developed some of the coolest, most innovative IP in the industry and we're expanding our platform by investing extensively in research and development.
What We Offer
Wellness

• Choice of medical, dental and vision plans with deepwatch paying 100% of premium for HDHP medical and dental along with a very generous portion for dependents
• FSA (Medical and Dependent) and HSA with employer contribution
• Company paid Life Insurance, Short Term Disability and Long Term Disability
• Generous Paid Time Off, 8 company holidays, 2 floating holidays
• Wellness Programs
• Remote Workforce

Financial

• Stock Options: All full time employees are awarded stock options
• 401k with company match
• Generous mobile phone and home internet allowance
• Referral Bonus and recognition programs for exhibiting our Core Values

Professional development

• Mentoring Program
• Limitless career progression and commitment to promoting from within
• Up to $6K annually per employee for Professional Development

Giving Back

• Company-wide initiatives, such as supporting https://www.stemforher.org/
• Paid time off for Community Service
• Voting Leave

Social

• Employee Affinity Groups: Supportive internal networks like Women of deepwatch
• dw Swagger: annual credit to the deepwatch Swag Store to show your dw pride
• Having a blast! Monthly All Hands and Ask Me Anything calls, interactive wellness programs, social events, cross functional initiatives, annual Company Kick Off event, and department offsite meetings to name a few

Channel Account Manager
deepwatch is seeking a high-energy, experienced Channel Account Manager. This individual will play a key role in driving our continued growth nationally. The Channel Account Manager will report to the Channel Director and will be responsible for working closely with deepwatch's national sales organization to drive the sale of our MDR Services to CISOs at large enterprise customers.
The Channel Account Manager will work closely with the deepwatch sales and executive team as well as deepwatch Channel Partners. The ideal candidate will thrive in a fast-paced, entrepreneurial startup environment. You will be passionate about selling and helping advance innovative solutions and technologies to CEOs, CISOs, CIOs, CTOs and other security team members. We are open to candidates nationwide who are willing to travel weekly to visit existing and prospective customers.
Position Responsibilities

• Create and execute partnership development plans with strategic go-to-market (GTM) reseller partners - VARs, Advisory Services, MSPs, and Distributors on a regional basis
• Build and maintain relationships with key contacts at all levels in the partner organizations. You will be the primary point of contact and will establish yourself as a valuable resource for our partners.
• Develop and implement quarterly and yearly business plans with the partners
• Utilize a consultative relationship approach to evangelize deepwatch value at all levels within the partner organization and increase/maintain mindshare ongoing
• Increase awareness and demand generation within the partner ecosystem through targeted GTM initiatives, co-sell campaigns, joint marketing, and field sales alignment
• Understand the partners intimately, how their partnership programs work, what motivates them, and how to drive commitment to an ever-expanding and deepening relationship
• Map and drive cross-organizational alignment - executives, practices, sales, and marketing
• Coordinate and execute on regular QBR cadence with strategic partners to establish, review, and modify joint GTM plans and execution scorecards
• Work effectively with deepwatch sales teams across regions to drive pipeline and new revenue through the successful positioning and sale of Managed Security Services
• Execute against the business plan and make quick adjustments both tactically and strategically
• Attain quarterly results for new pipeline and revenue
• Learn new and emerging technologies and remain current with information security news, techniques, and trends
• Leverage exceptional communications skills to lead business and technical presentations, demonstrations and conversations with C-level audiences across major accounts and partners
• Effectively manage multiple opportunities in a methodical and disciplined manner
• Willingness to travel extensively (often with short notice)
• Attend industry trade shows and security related conferences in support of activities
• Set and manage expectations with senior stakeholders and team members
• Play an active role in driving growth in a winning, team oriented, hyper responsive culture
• Research and position deepwatch's MDR solutions versus competitors
• Provide input into overall company strategy and product roadmap
• Work closely with Corporate and Product Marketing to design and implement promotions, campaigns and awareness
• Other duties as assigned by deepwatch Senior Leadership

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Requirements
Required Experience, Skills and Knowledge

• Bachelor's degree or master's degree or equivalent experience
• 7+ years channel sales experience in technology software or information security services
• Extensive, demonstrable knowledge and experience working with a range of GTM reseller partners (varies by region)
• Good grasp of the MSS competitive landscape
• Understanding of MITRE Att&ck and NIST cybersecurity frameworks
• Strong at selling value versus price with proven experience in selling complex solutions and large deals to senior executives
• Highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
• Ability to work independently, establish priorities and demonstrate good judgment. Proactively seeks feedback and input
• Smart, analytical (with attention to details), creative, driven and with get-it-done attitude
• Excellent communications skills and ability to interact with partners, executives, and customers on a daily basis
• Strong writing and presentation skills. Actively listens and communicates well with others
• Fundamental understanding of software, computer, and network architectures
• Must be collaborative: easy to work with, an ability to influence and help internal constituents and external parties see and then realize the value of working with deepwatch and on specific BD/Alliance initiatives
• Ability to pass a pre-employment background and drug screen in accordance with applicable laws

Preferred Experience, Skills and Knowledge

• Direct and/or channel sales experience with focus on consultative, services-led sales and/or customer outcome-driven sales approach
• Experience and/or knowledge of deepwatch alliance partners' technologies (i.e. Splunk, Cybereason, Crowdstrike, Tenable, PAN, etc.)
• Experience developing and implementing marketing campaigns and initiatives

Colorado Candidates:
Minimum salary of one hundred twenty thousand dollars + commissions + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.
*Note: Disclosure as required by sb19-085 (8-5-20) of the minimum salary compensation for this role when working remotely from the state of Colorado.
Equal Opportunity Employer
deepwatch is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, marital status, sexual orientation, gender identity, genetic information, protected veteran status, or any other characteristic protected by law. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.