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Channel Account Manager - Germany

JumpCloud

JumpCloud

Sales & Business Development
Munich, Germany · Remote
Posted on Wednesday, April 24, 2024
All roles at JumpCloud are Remote unless otherwise specified in the Job Description.
About JumpCloud
JumpCloud® helps IT teams and Managed Service Providers (MSPs) Make Work Happen® by centralizing management of user identities and devices, enabling small and medium-sized enterprises to adopt Zero Trust security models. JumpCloud has been used by more than 200,000 organizations, including GoFundMe, Grab, ClassPass, Beyond Finance, and Foursquare. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever.
About the Role:
We are seeking a smart & 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 to 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 one of the key Territory in Europe, i.e. UK&I/North, Germany/DACH and France/Benelux.
We work in a Product Led Growth model serving IT professionals and business stakeholders to help them improve the security posture of their organization and to increase the effectiveness of their IT organization. The market we address is the commercial segment made of SMBs and companies of up to a few thousands employees, many of which rely on their IT services partners to provide their Identity Access Management / Directory Services solution. This is a unique opportunity to join a fast-growing sales team in Europe, making an impact by contributing to building the partner / sales business in the Europe region overall.

Key Metrics:

  • Recruitment & Onboarding New Partners (VAR & MSP's)
  • Business Development Plans managed with Focused Partners
  • Pipe Generation Activities co-managed with Partners;
  • Partner Enablement & Certification KPIs;
  • New Logo / ARR $ generated
  • Partner Ecosystem KPIs in Territory [#of partners activated, % ARR $ generated by Partners, …]

Responsibilities:

  • Identify a small set of key partners in your Territory and proactively target them 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 Distris 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 in programs and projects covering Partner/Channel enablement as well as Pipe 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 close key transactions. Specifically:
  • Work with VAR Partners and the JumpCloud Account Executive Sales team in an overlay capacity where VARs Partners are selling with the JumpCloud Account Executive Teams to Targeted ‘Digital/Cloud-Native’ Accounts; and
  • 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 the relationship with the partner ecosystem and hold regular business reviews / QBRs
  • Be the facilitators and go-to persons for partners for other Jumpcloud teams & functions [Marketing, Support/Ops];
  • Direct the partners to the right people / teams;
  • Ensure that the Partner is following 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/MSP’s and / or Value-Added Resellers
  • Experience generating 3x to 4x pipelines for B2B sales deals
  • Technology sales experience in B2B environment
  • Experience selling and prospecting to new customers
  • Experience following a defined sales process
  • Experience selling technology solutions to Director and C-Level executives to SMB and midmarket focused SI/MSP’s and / or Value-Added Resellers
  • Strong interpersonal skills, presentation skills and ability to excel in a team oriented environment
  • Strong written/verbal communications skills
  • Experience using Salesforce.com for opportunity management and forecasting
  • Tremendous organizational skills and ability to perform in a high-volume, high-transactional environment

Education and Experience:

  • Minimum 5 years sales experience selling a SaaS product
  • Exceptional track record of targeting and closing deals with small to medium enterprise customers
  • BA or BS preferred
  • Must be able to communicate professionally in both English and German
#LI-MH1
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.
You must currently live in and be authorized to work in Germany without sponsorship 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.
#LI-Remote #BI-Remote