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Regional Partner Manager, CEE

Vectra

Vectra

Germany
Posted on Thursday, June 27, 2024

Vectra® is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises.

The Vectra AI Platform delivers integrated signal across public cloud, SaaS, identity, and data center networks in a single platform. Powered by patented Attack Signal Intelligence, it empowers security teams to rapidly prioritize, investigate and respond to the most advanced cyber-attacks. With 35 patents in AI-driven threat detection and the most vendor references in MITRE D3FEND, organizations worldwide rely on the Vectra AI to move at the speed and scale of hybrid attackers. For more information, visit www.vectra.ai.

About the Role

We are currently looking for a Regional Partner Manager to be based in Germany; while working remotely you focus on the allocated territory in Germany. As part of an amazing team, based regionally, the RPM reports to the VP of Channel Sales EMEA, based in France.

The RPM will own and maintain the relationships in the channel landscape, including Distribution, VARs, System Integrators and Referral partners. All aspects of partner recruitment, partner enablement, business planning, sales, sales forecasting, joint marketing activities, et al. will be the Partner Manager's responsibility.

Your Role at a Glance

You will work closely with Partners to identify, recruit & enable new Partners, that match the ideal partner profile. The RPM maintains contracts, pricing updates, and drives net new contracts! You develop and implement a partner account plan in close coordination with the sales team. This will include strategic direction and goals, business planning, account mappings, lead and pipeline generation as well as knowledge transfer.

  • Drive all financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, rebate.
  • Own the pipeline together with the partners, assisting the partner with required resources and closing the deals.
  • Collaborate actively with the Regional Sales Managers on regional channel strategies to achieve the key goals of Vectra AI and their Partners.
  • Present effectively and selling solutions.
  • Position Vectra AI solutions and articulate Vectra AI strategies and value propositions at events and customer meetings.

What Will Impress Us

To be successful in this role, the RPM has fun and brings experience, generating new business through the channel network and develop and maintain strong and lasting partnerships, ideally in the ecosystem of cybersecurity or related industries. We need our RPM to have an excellent network in the security channel landscape in region and proven experience selling via channel partners; with a willingness and ability to work autonomously, be self-motivated and a strong doer and an excellent partner to Vectra's customer base and drive expansion opportunities inside of existing accounts.

  • Bring a strong closing mentality using a Win/Win philosophy with peers, distributors and partners.
  • Bring a track record of meeting sales quota successfully and consistently.
  • Have sold and worked with partners strategically with a long-term orientation.
  • Be aware of how procurement works and ensuring that a procurement path is established and viable.
  • Understand Cybersecurity, especially in the net-security space.
  • Be an outstanding teammate and have strong interpersonal skills and desire to work in a multifaceted and fast-pace environment.
  • Excellent verbal and written business-fluency in English and German.
  • A Bachelor's degree or equivalent experience in business-focused studies
  • Some experience with sales tools (e.g. Salesforce, DiscoverOrg)

Sounds like this could be a match? We are looking forward to receiving your application!

Vectra provides a comprehensive total rewards package that supports the financial, physical, mental and overall health of our employees and their families. Compensation includes competitive base pay, incentive plan eligibility, and participation in the employee equity plan (stock options). Specific benefits offered varies by location, but commonly include health care insurance, income protection / life insurance, access to retirement savings plans, behavioral & emotional wellness services, generous time away from work, and a comprehensive employee recognition program.

Vectra is committed to creating a diverse environment and is proud to be an equal opportunity employer.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.