Channel Manager EMEA at Contrast Security (Remote)

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Contrast Security Ranked One of the Fastest-Growing Companies in North America on the 2021 Deloitte Technology Fast 500™

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio, without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations, to production.

About the Position

We are looking for a talented, passionate and driven Channel Manager (EMEA) who is interested in joining our team to help us take Contrast Security to the next level. This unique position seeks a multi-talented individual who will be a member of the global channel team, and be engaged, aligned, and accountable to the EMEA channel strategy and go-to-market activities and plans, with strong dotted line to Global Channel leadership reporting to the VP EMEA.

In this Role:
 
Our successful candidate will define mutual goals and objectives based on overall company strategy and drive the team to build awareness and support of the comprehensive strategic benefits of the channel. Evangelises company products in conjunction with strategies to recruit key alliances/partnerships and adjacent routes-to-market. Provides financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships and routes-to-market.
 
Establishes metrics to assess the sales impact of the partners in the marketplace and the overall success of the EMEA channel. Monitor’s competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.
 
The successful candidate will effectively manage objectives, drive accountability and provide strategic and tactical directions for Contrast in all aspects of channel enablement, marketing, and sales within the geography

Responsibilities:

  • Design, develop and execute an EMEA partner strategy that drives the Enterprise, Commercial, and Speedboat Accounts by incorporating a comprehensive recruit, enablement, and marketing plan – against new and existing partners
  • Lead and coach the EMEA team in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Contrast footprint across the EMEA Market in alignment with the EMEA Sales team(s).
  • Ensure EMEA Channel strategy aligns with Contrast Global channel and sales strategy to drive top-line revenue growth
  • Actively lead and drive the recruitment of all new and appropriate channel partners in the EMEA Space and develop the Contrast partner ecosystem while driving executive level relationships within the various partners
  • Drive the team by developing and executing a joint value proposition for each partnership and communicating internally and externally. Build business plans with timelines, success metrics, and planned activities to achieve goals.
  • Quarterly (if not more frequent) updates to Contrast management regarding partner issues, success, and updates
  • Contribute as a member of the channel leadership team globally in the ongoing development and execution of the partner growth strategy.
  • Meet or exceed revenue targets as directed by EMEA and Global leadership
  • Manage objectives across EMEA and communicate results to the EMEA leadership team
  • Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes

Requirements:

  • 8+ years working with large resellers/distributors in the EMEA space and an understanding of their structure and go-to-market strategies.
  • Experience working for / or with Security Software Companies.
  • Strong track record of scaling a business and ability to successfully build and manage a partner Go-to-Market model within the EMEA market
  • Understanding of Partner Programs and contracts associated with them
  • Excellent analytics skills and accountability, Salesforce.com experience a plus.
  • Travel as required
  • Vaccination (COVID) is currently required to travel and visit customers/attend events

What we offer:

  • The on-boarding, training and tools to allow you to excel from day one
  • A team who are generous with their knowledge and time, who work collaboratively and provide each other a platform to succeed 
  • A competitive salary package which includes stock options

#LI-CM1
#LI-remote

We are changing the world of software security. Do it with us.  
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. Contrast Security is an equal opportunity employer and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations.

By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers, to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts and dependents (“CA Employee”) new rights to privacy.

Recruitment Agencies: Although we value the services you provide, at this time we are not accepting resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.

More Information on Contrast Security
Contrast Security operates in the Cybersecurity industry. The company is located in Los Altos, CA and Baltimore, MD. Contrast Security was founded in 2014. It has 345 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 7 open jobs at Contrast Security, click here.
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