Channel Manager - United Kingdom

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All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.

About JumpCloud®

JumpCloud® delivers a unified open directory platform that makes it easy to securely manage identities, devices, and access across your organization. With JumpCloud®, IT teams and MSPs enable users to work securely from anywhere and manage their Windows, Apple, Linux, and Android devices from a single platform. JumpCloud® is IT Simplified.

About the Role:

We are seeking a smart and highly driven Channel Manager. This role will be the primary point of contact for new and some existing Channel Sales Partners in Europe. From qualifying partners through onboarding and selling with/through partners, you will play a key role in establishing a strong ecosystem of JumpCloud partners (Value-Added Resellers and Managed Services Partners) in a key territory in the UK&I/North.

We operate in a Product-Led Growth model, serving IT professionals and business stakeholders to improve their organization's security posture and increase the effectiveness of their IT operations. Our market focus is on the commercial segment, including SMBs and companies with up to a few thousand employees, many of which rely on their IT services partners for Identity Access Management/Directory Services solutions. This is a unique opportunity to join a fast-growing sales team in Europe and contribute to building the partner/sales business in the region.

Key Metrics:

• Recruitment & onboarding of VARs, distributors, and key AWS/GCP partners.
• Business development plans with key partners.
• Drive pipeline generation activities with partners.
• Partner enablement and certification to support onboarding and adoption of customers.
• New logo acquisition and ARR growth driven by partners.
• Partner ecosystem KPIs: # of partners activated, % ARR generated by partners quarterly.

Responsibilities:

• Identify and proactively target a small set of key partners in your territory to become JumpCloud partners through a mix of marketing programs (working with the channel marketing team) and direct outbound activities.
• Lead the qualification and signing of new partners from beginning to end.
• Activate new VAR and/or distributor partners for JumpCloud and manage the overall partner relationship across all aspects (New Business, Customer/Partner Success, Sales & Technical Enablement, etc.).
• Collaborate with Marketing and other key stakeholders on programs and projects covering Partner/Channel Enablement as well as Pipeline Generation with partners.
• Take ownership and be accountable for the delivery of KPIs set in the Business Development Plan with partners.
• Build and maintain a strong pipeline of sales opportunities with partners; assist partners through the sales cycle as required, helping to close key transactions. Specifically:
• Work with VAR partners and the JumpCloud Account Executive Sales team in an overlay capacity, where VAR partners are selling with the JumpCloud Account Executive Teams to targeted 'Digital/Cloud-Native' accounts.
• Close new business opportunities and own the sales forecast with MSP and focused VAR partners selling into other SMB market segments (i.e., non-Digital/Cloud Native).
• Maintain relationships with the partner ecosystem and conduct regular business reviews/QBRs.
• Be the facilitator and go-to person for partners for other JumpCloud teams and functions (Marketing, Support/Ops).
• Ensure that partners follow standard operational GTM/Sales processes.
• Maintain knowledge of market conditions and competitive activities.

Skills and Knowledge:

• Experience selling technology solutions to SMB and midmarket-focused SI/MSPs and/or Value-Added Resellers.
• Working closely with AWS and GCP marketplace partners
• Experience in generating 3x to 4x pipeline via partners quarterly.
• Experience following a defined sales process.
• Experience in selling technology solutions to Director and C-Level executives within midmarket-focused SI/MSPs and/or Value-Added Resellers who serve end customers with 250-5000 users.
• Strong interpersonal and presentation skills, with the ability to excel in a team-oriented environment.
• Ability to travel up to 25% of the time for speaking events and partner meetings.
• Experience using Salesforce.com for opportunity management and forecasting.
• Experience with SSO and MDM solutions is a plus.

Education and Experience:

• Minimum of 5 years of sales experience working in the channel, positioning SaaS products.
• UK Based history of employment
• BA or BS preferred.

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Where you'll be working/Location:

JumpCloud® is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.

This role is remote in the country of England. You must be located in and authorized to work in the England to be considered for this role.

Language:

JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.

Why JumpCloud®?

If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You'll work with amazing talent across each department who are passionate about our mission. We're out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You'll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.

One of JumpCloud®'s three core values is to "Build Connections." To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO

Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.

JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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