Channel Account Manager - West

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

What You’ll Be Doing

The Regional Channel Account Manager - West position plays a crucial role in building Menlo Security’s success in North American Markets.

You will be responsible for working closely with all partners, cross-functional stakeholders, and Sales leadership to shape and drive Menlo’s capabilities in regions to deliver and exceed targets. You will recruit, engage, and enable partners to identify and drive new partner-led business opportunities. This is a key front-line channel sales position reporting into the Vice President, North America Sales.

Key Outcomes

Menlo has a highly successful and respected Channels program throughout the North American Markets, known for its efficiency, profitability, and strong partnerships with top performing channel partners.

Responsibilities include

• Co-developing and executing a comprehensive strategy for the West region including but not limited to resellers, referral partners and distribution that is aligned with Corporate Channel Goals

• Owning the Partner ecosystem within the West region

• Ensuring consistency in terms of the company’s channel sales strategy & execution, regular reporting to the Regional and Global Channel leaders

• Recruiting and management of partners to ensure the regional channel number and regional number are achieved and surpassed

• Acquiring net new business and logo wins by working closely with Sales Rep and Sales Engineer in region and ensuring effective technical onboarding of Partners

• Managing regional key performance metrics with Sales Operations to properly report on Key Results.

• Enable and educate Channel Partners through in person or virtual events on new platform capabilities.

Key Deliverables

• West Partner Strategy Plan

• West Partner Onboarding and Enablement Plan

• West Marketing Strategy

• West Enablement Materials

Requirements

• Bachelor’s degree, Masters degree or equivalent experience

• Minimum of 8+ years of selling experience

• Minimum of 5+ years Information Security experience

• Existing relationships with key North American Channel Partners

• Ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes

• Flexible and adaptable self-starter with strong relationship-building skills

• Passion for your work and an ability to apply that to both daily tasks and larger projects

• Collaborative and team-oriented attitude

• Effective problem-solving capabilities

• Takes initiative and approaches all tasks and projects proactively

• Ability to prioritize and complete multiple tasks with little to no supervision

• Intellectual curiosity, humility, accountability and positive approach

Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.