Company Description:
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates important tasks and empowers your team to deliver the requisite risk insights to management and the board in seconds. The Anomali Copilot navigates a proprietary cloud-native security data lake that consolidates legacy attempts at visibility and provides first-in-market speed, scale, and performance while reducing the cost of security analytics. Anomali combines ETL, SIEM, XDR, SOAR, and the largest repository of global intelligence in one efficient platform. Protect and drive your business with better productivity and talent retention.
Do more with less. Be Different. Be the Anomali.
Learn more at http://www.anomali.com.
Job Description:
This Channel Account Director is responsible for executing our GTM and strategy for channel partners and in their defined territory. We’re growing quickly and seek a seasoned, high-energy, and driven senior channel manager/director with strong knowledge of and experience with: Security Analytics, SIEM partners, SOC operations, and / or enterprise-wide security software technologies. We're seeking someone experienced in complex selling situations to both very technical partners as well as senior partner leadership and other decision makers. The candidate will be selling an advanced network security solution that empowers organizations to solve mission critical security problems by transforming data assets into actionable intelligence.
Initial Territory: East of the Mississippi.
Key Responsibilities:
Lead and build out a structured GTM business for strategic national channel partners.
- Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
- Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Anomali and the channel partners
- Create and drive the partner sales strategy and overall GTM, with a focus on growing net new business
- Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
- Experience selling with national partners including but not limited to Optiv, Guidepoint, Trace3 and others
- Work with the direct sales teams to manage sales efforts typically focused around the sale of enterprise security solutions and shaping sophisticated/complex deals
- Manage sales efforts, shaping sophisticated/complex deals that match client needs to joint Anomali and partner solutions
- Partner with Anomali Field Sales, Customer Success, Sales Operations, Legal, Marketing and other internal organizations
Qualifications
Required Skills/Experience:
- 10+ years of sales related experience, with a minimum of 2 years selling Security software and exceeding quotas
- Bachelor's degree preferred
- Demonstrated success in working with Resellers / SIs / MSSPs in a sales or business development capacity
- Experience in SIEM, Big Data, Cloud or Threat Intelligence required.
- Full life cycle solution-selling. Experience with SaaS Security to include SIEM products required and security/data analytics preferred
- Deep working relationships with the Security Channel Partners and Regional SIs
- Expertise in activating, enabling and optimizing MSSP relationships.
- A rolodex and flawless reputation with partners in the assigned territory
- Strong ethics, self-directed and resourcefulness
- Ability to thrive in a fast moving, dynamic environment.
- Strong written and verbal communications skills.
- Strong negotiation skills.
- Positive attitude, ambitious, and a passion for building a valuable business.
- Technically savvy with strength in communicating business value.
- Strength in working in small teams as well as independently.
- Expertise in nurturing and building relationships.
- Working knowledge of Salesforce & Microsoft Office Suite.
- Willing to travel 30-40%
- Must be located within the territory (Eastern US)
- This position is not eligible for employee visa sponsorship. The succcessful candidate must not now, or in the future, require visa sponsorship to work in the US.
