Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.
The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.
Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.
The Opportunity: We are seeking a highly motivated and results-driven Channel Sales Manager to join our growing team. In this pivotal role, you will be responsible for recruiting, enabling, and managing a network of channel partners to drive revenue growth and expand our market share in 6 countries (Malaysia, Thailand, Indonesia, Philippines, Hong Kong and Taiwan). If you are a seasoned channel professional with a deep understanding of the cybersecurity industry and a proven track record of building successful partnerships, we encourage you to apply.
Key Responsibilities:
Channel Partner Recruitment & Onboarding:
Identify, recruit, and onboard new channel partners (VARs, SIs, MSSPs, Distributors) that align with our strategic goals and market focus.
Develop and execute comprehensive onboarding plans to ensure partners are fully enabled to sell and support our solutions.
Partner Relationship Management:
Build and maintain strong, long-lasting relationships with key stakeholders within assigned partner organizations.
Serve as the primary point of contact for channel partners, fostering trust and mutual growth.
Conduct regular business reviews with partners to track performance, identify opportunities, and address challenges.
Sales & Revenue Growth:
Collaborate with partners to develop and execute joint business plans and sales strategies (including account mapping and new customer logo engagement)
Drive partner-generated pipeline and revenue attainment, meeting or exceeding assigned quotas.
Provide sales guidance, product training, and competitive positioning support to partners.
Work closely with internal sales teams to ensure seamless collaboration and lead handoffs.
Partner Enablement & Training:
Work closely with internal technical team to ensure partners are enabled and certified on our products, solutions, and sales methodologies.
Ensure partners have access to the necessary sales tools, marketing collateral, and technical resources.
Stay informed about product updates and industry trends to effectively educate partners.
Market Development:
Identify new market opportunities and strategic alliances to expand our channel ecosystem.
Represent Menlo Security at industry events, trade shows, and partner conferences.
Gather market intelligence and feedback from partners to inform product development and sales strategies.
Reporting & Analysis:
Track and report on key channel performance metrics, including pipeline, revenue, and partner engagement.
Analyze data to identify trends, forecast future performance, and recommend corrective actions.
Qualifications:
Bachelor's degree in Business, Marketing, Computer Science, or a related field (or equivalent practical experience).
[10] years of proven channel sales experience in the cybersecurity industry is essential.
Strong understanding of various cybersecurity domains (e.g., endpoint security, network security, cloud security, data protection, security operations).
Demonstrable track record of recruiting, enabling, and managing successful channel partnerships that have driven significant revenue growth.
Excellent communication, presentation, and interpersonal skills.
Ability to build rapport and influence at all levels, both internally and externally.
Strong business acumen and strategic thinking abilities.
Self-motivated, proactive, and results-oriented with a strong work ethic.
Ability to travel [50%, as needed] to meet with partners, customers (jointly with partners) and attend industry events.
Why Menlo?
Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.
