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Partner Sales Manager - FNSS



Sales & Business Development
Remote · United States
Posted on Sunday, August 20, 2023

Are you an ambitious and results-driven sales leader? Do you have a successful track record of developing and executing a channel strategy and long-term partnerships in the National Security industry? Are you interested in working in a fast-paced environment within cyber intelligence? If so, you're in the right place.

Trusted by governments, commercial enterprises, and educational institutions worldwide, Flashpoint helps organizations protect their most critical assets, infrastructure, and stakeholders from security risks such as cyber threats, ransomware, vulnerabilities, fraud, and physical threats. Leading security practitioners on physical and corporate security, cyber threat intelligence (CTI), vulnerability management, and vendor risk management teams rely on Flashpoint to proactively identify and mitigate risk and stay ahead of the evolving threat landscape. Learn more at www.flashpoint.io.

We have a role for you if you have

  • Experience building, leading, and growing value-added reseller (VAR) programs / channel sales programs, ideally within the cyber intelligence within the National Security Industry.
  • Experience managing or demonstrated aptitude to manage partner relationships with the ability to assist in managing and building strong relationships between our partners and Flashpoint teams.
  • Experience with acquiring and onboarding additional VAR entities in order to add to the organization's partner ecosystem leveraging your industry network.
  • Experience optimizing and expanding capabilities with current VAR partners.
  • Experience providing technical and sales enablement to VAR entities.
  • Effective communication, organization, and excellent interpersonal skills.
  • Driven to learn, highly motivated, and results-driven.
  • Solution-oriented outlook, with the ability to help sales teams create cross-selling opportunities.

What you will get to do on our team

  • Be both a player and a coach by:
    • Player: Being directly involved in sourcing VAR deals, engaging in account mapping, and growing Flashpoint's VAR presence globally.
    • Coach: Lead other VAR and channel team members, guide their efforts, solve problems as they arise, and seek continual optimization of the VAR / channel program
  • Ability to proactively seek business improvement, ambitiously engage sales objectives and find solutions to challenges as they arise.
  • Establish, maintain, and expand client and partner relationships for the purpose of identifying and setting up account mapping, as well as uncovering and generating new opportunities, building pipelines and increasing revenue.
  • As part of Partner Enablement and Partner Engagement, own strategy & execution of:
    • Channel Partner communication strategy
    • Channel Partner journey mapping - strategy and execution specific to partner types / personas
    • Channel Partner experience with goals of improving partner productivity and increasing partner-contributed revenue.
    • 'Voice of the Partner' initiatives - surveys of partners, interactions with partner-sourced customers, ongoing pulse on engagement, inputs/insights from partners and partner-sourced customers that will drive an improved partner experience and lead to increased revenue contributions from partners.
  • Cross-functional collaboration with internal teams and stakeholders to ensure successful execution of: Channel partner onboarding and enablement, ongoing enablement programming, partner marketing, go-to-market strategy, and execution to and through partners.
  • Oversee the Flashpoint National Security Solutions Channel Partner team to ensure successful cross-functional collaboration with Partner stakeholders (alignment of strategy, go-to-market, ongoing nurturing, and relationship management)
  • Assess current channel partner experience to identify gaps. Determine areas for improvement w/r/t process (scalability, repeatability, opportunities for automation/self-service) - This includes assessing how the portal is being used and identifying opportunities for improvement.
  • Manage the day-to-day relationship / management of current or prospective channel partners and their needs for success.
  • Act as a liaison between the Flashpoint National Security Solutions team and channel partner reps.
  • Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Identifies partner GTM &/or services offerings; working with partner sales resources, services, marketing, etc. develop & launch offerings to point of incremental join revenue achievement

What you will achieve:

  • Within 30 days
    • Familiarize yourself with the Flashpoint National Security Solutions team members along with other key internal stakeholders to understand the current state of the Team and current channel strategy.
  • Within 60 days
    • Develop and present to Leadership, your 2023-2024 strategic channel plan for the National Security Industry.
    • Have an understanding of our current partnerships and the key stakeholders
  • By 90 days
    • Develop and present to leadership how the plan will be executed

To be successful in this role, you will need:

  • Technical experience or willingness to learn knowledge within the cybersecurity domain
  • A strong analytical capability and high-level business acumen
  • Knowledge of information security and risk intelligence concepts, with a continued willingness to learn and grow
  • A strong sense of collaboration, teamwork and operate with a high degree of transparency and ethical standards
  • Experience with Salesforce and additional relevant tools
  • Demonstrate strong communication skills and attention to detail

Base Pay Range: $126,300 - $140,000/yr plus commissions

Why Flashpoint is a Great Place to Work:

  • Diversity. Flashpoint is committed to fostering, cultivating and preserving a culture of diversity, inclusion, belonging, and equity. We recognize that diversity is key to achieving our vision. We believe that every person and their experiences contribute to building a work environment and products and services that will change the world.
  • Culture and Belonging. Our company’s culture isn’t something you join, it’s something you build and shape, and each person's unique backgrounds and experiences contribute to who Flashpoint is and will become. You will have ample opportunities to connect with coworkers through various communication channels and company-funded virtual events: book clubs, happy hours, committees, DIBE discussion group, Donut mixers, local team member meetups and much more.
  • Perks. Flashpoint understands that personal wellness is one of the keys to a happy, healthy and productive work environment. That’s why we also prioritize health and wellness perks like gym reimbursements, expensed lunches, cool cultural initiatives and inclusive employee events.
  • Career Growth. Flashpoint is invested in the growth of our team members and understands that frequent, two-way feedback is critical to that growth. We encourage regular one-on-ones with your manager, a regular schedule of performance reviews, learning and development opportunities, and guidance through formalized career paths; whether that be towards being a great manager, being a great individual contributor, or a lateral move to gain breadth of knowledge and experience.
  • A Great Place to Work. Literally. According to the 99% of employees surveyed, Flashpoint earned designation as a Great Place to Work-Certified™ Company for 2021. 100% of employees agree that new hires are made to feel welcome and appreciated. If you are interested in learning more, please check out our Certified Profile.