You must have channel management experience working with security focused Value Added Resellers. Previous employment in a channel management capacity in the areas security software, identity management, or infrastructure technologies is preferred. Candidates who have worked for large technology vendors, as well as privately held companies are ideal.


  • Engage and enable a core group of 10-15 strategic Partners, where necessary recruiting and on-boarding to address geo and/or vertical segment shortages via detailed and justifying gap analysis.
  • Grow revenue productivity from your Go to Partner group by building awareness and understanding of our technology and Zero Trust Privilege sales positioning
  • Manage pipeline with partners and provide detailed forecasting of sales opportunities to Sales and Channel Executive leaders.
  • Work with Principal Vendors, Inside Sales team, and Sales Engineers to support growth and development of your partner ecosystem and incentivize their progression with seeded business and leads from the sales organization.
  • Be responsible for Field Marketing activities related to channel partners and their marketing activities such as seminars, webinars, email campaigns, and utilize marketing development funds for the best possible return.
  • Create mutually agreed business plan for Go-To partners to focus on ; Revenue achievement, certification and development, marketing activity and results, deal registration and new opportunity identification and pipeline development within defined period of time (quarter, year, etc).
  • Meet with Partner Management level to gain level of commitment. Achieve C-Level relationships to push the Cyway’s message top down whilst also achieving breadth coverage within the partner accounts.

Required Experience:

  • 4-6 years in channel management with software or hardware vendor.
  • Knowledge of networking, datacenter, software and security.
  • Experience with end user sales of enterprise solutions is required.
  • Candidate must be able to work with a variety of sizes, and business models, of resellers within the region.