National Strategic Partner Manager

Location: North Carolina Remote, United States of America Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billions of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure. Remote- North Carolina

Thales is hiring an experience National Channel Account Manager who'll be responsible for establishing, developing and implementing key strategic territory plans, channel initiatives and partner account plans with Optiv, specializing in security solutions across North America.

This position will work closely with key contacts to help Optiv build a vision and execute a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers across Thales Data Security and Imperva. The National CAM will manage all aspects of the business as well as be the liaison between the internal and partner sales and marketing teams. The CAM will implement a ROI approach to partnering efforts with an emphasis on revenue generation, channel generated opportunities, and a focus on product offerings that differentiate Thales and Imperva in the marketplace. The Channel Account Manager will need to understand how to drive channel growth, create channel opportunities and manage partner relationships.
Key Areas of Responsibility

-
Educate and Enable Optiv to drive Thales and Imperva sales

-
Manage, develop, and maintain strong and successful relationships with Optiv, Thales and Imperva sales and leadership teams, as well as key end-user customers for continued business growth

-
Build a joint business plan, with quantified action plans and a regular cadence of reviews

-
Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy

-
Understand key goals and objectives of Optiv and come to agreement on mutual goals that align the partner with ours

-
Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them. The CAM will facilitate and ensure all program requirements have been met by Optiv.

-
Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner

-
Enable the Optiv community to sell Thales solutions

-
Build and expand the executive level Thales /Optiv value proposition

-
Keep management current on status and performance through regular communication, forecasts, reviews, and reports

Minimum Requirements

-
Bachelor’s degree in Business or Marketing or another related field of study or equivalent work experience

-
5+ years minimum experience in channel sales and channel development, in a security, appdev, networking, cloud based or Infrastructure Company preferably within a two-tier distribution environment

-
Ability to forecast annual, quarterly, and monthly revenue streams accurately.

-
Capable of developing and presenting interesting solution strategies, meeting/exceeding customer requirements and expectation

-
Strong written, verbal and organizational communication skills and can clearly and effectively articulate Thales value as well as the ability to engage with all levels of a distribution Partner organization

-
Ability to perform job functions independently with limited supervision

-
Using business-planning skills to achieve a high level of customer and partner satisfaction

-
Ability to execute and deliver a defined plan to exceed revenue goals

-
Results oriented and effective in customer situatio