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Partner Sales Manager - North America

Burlington, MA US · Full-time · Intermediate

About The Position

Aqua Security Software was founded in 2015, as containers and serverless technologies were just emerging. Our solution enables enterprises to secure their container-based and cloud-native applications from development to production, accelerating container adoption and bridging the gap between DevOps and IT security. We can provide full visibility into container activity, allowing organisations to detect and prevent suspicious activity and attacks, providing transparent, automated security while helping to enforce policy and simplify regulatory compliance.

You will be responsible for identifying, recruiting, on boarding and enabling new partners into the AquaLink Partner Program. In addition, you will be required to nurture and grow the existing business of named partners within the territory.

Working in tandem with the Regional Sales Managers, you will develop go-to-market plans with the partners, which will support the territory revenue plans and work with the NA Solution Architect to manage the enablement journey for each partner. Partners will include VARS, Consulting and Services partners and regional MSSP’s. You will also collaborate with marketing on partner plans, events and lead generation activities to help drive Aqua Security revenue.

Your Opportunity

  • Identify partners who fit our partner model; experienced with Docker, Kubernetes, Linux and our ecosystem technology partners in all the key territories and cities
  • Foster strong relationships with each partner; executive management, sales reps, marketing, finance and technical
  • Build out comprehensive go-to-market plans that include; enablement, account mapping, marketing, product promotion and lead generation
  • Enable the partners to sell, perform demos and PoC’s
  • Drive success and hit target
  • Attend and participate in sales meetings, product seminars and trade shows as required
  • Manage all legal contracts and partner sales processes within the defined territory
  • Keep up to date on product development, market landscape and competition
  • Be part of a growing and successful team


Why Aqua?

Opportunity to expand the partner market for Aqua Security in North America, in an agile and exciting space of container security. This is mostly a green field market and therefore would suit someone who has done this before; someone who thrives on building from the ground up, capable of multi-tasking and likes a challenge. You will be supported in region by multiple Regional Sales Managers, 2 shared NA Partner Solution Architects, a Channel Director, NA Sales Director, NA marketing team and lots of people at headquarters.

Requirements

  • Experience of building partner communities within these territories – ideally a minimum of 5 years in technology or security sales
  • Capable and experienced in running sales cycles in tandem with partner account managers
  • Existing relationships with regional VARS, consulting and services partners
  • Comfortable in engaging with senior level partner executives
  • Competitive attitude with a strong work ethic
  • Team player
  • Strong interpersonal skills and a good communicator
  • Ability to demonstrate success
  • An understanding of container security and the technology players within this space would be a bonus
  • Comfortable working as a remote employee
  • 50% - 60% travel across the territory

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