Channel Manager – India

Reporting to the APJ Channels Director, the Channel Manager wins, maintains, and expands relationships with assigned channel partners. He is responsible for achieving sales, profitability, and partner recruitment objectives. He represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.

The role requires high levels of entrepreneurial and strategic thinking, as you help partners define their strategic direction in the security marketplace now and going forward. The Channel Manager provides the business development expertise to drive growth through tier-2 channel.

You will work with partners to help them build their capabilities and work with them to develop the capacity to manage advertiser relationships over the long term. You can work in a rapidly changing industry, tolerate ambiguity, and demonstrate problem-solving leadership with limited oversight.

Responsibilities may include, but are not limited to:

  • Manages the indirect pipeline and forecast
  • Assist Partners with executing and driving revenue with decreasing support from CyberArk to create a more leveraged revenue model in channel led selling situations.
  • Owns the responsibility to engage at partner level and practice leaders to create strong, executable business plans that increase CyberArk share of revenue with the partner and drive top line revenue increases for partner and CYBR.
  • Will own and manage a limited set of CyberArk partners (typically national or multi-district footprint).
  • Leads partner specific rollout of all Program/Product programs ensuring they are executed on time, and to the company quality standards; extend product line sales through increased market share of partner installed base (e.g. meet in the channel sales motion).
  • Monitors overall forecast and key opportunities and reviews business plans with assigned Partners on quarterly basis; ensures revenue recognition from deal conception to close;
  • Brings new clients to CyberArk, through indirect partners.
  • Builds strong indirect culture and selling motion
  • Engage with DCM’s and DD’s to help drive a connection between partner, joint business plan, and local CyberArk sales motion.
  • On-boards and trains targeted new strategic partners to transact and drive CyberArk business; increased new logo client business.
  • Conducts weekly review of pipeline, deals and forecast with assigned Partners and provides feedback to CyberArk field teams.
  • Participates in weekly Partner sales and management calls.
  • Ensures feedback mechanisms are in place to support operations in our channel program elements; shares best practices, innovations and feedback to the WW teams.
  • Provides training/ ensures that partners clearly understand all CyberArk solutions; assists partners with customer presentations when required.
  • Supports partners by conducting field based training, seminars, education and best practice presentations.

Required Skills / Experience:

  • Degree level education in engineering from premium institute with a minimum of five years proven sales experience preferably working for an IT technology company with demonstrated understanding of channel relationships, technology industry, information management practices, and security. Post graduate degree in business administration from tier 1  institute will be a plus.
  • Strong understanding and skillset for building and leveraging relations with key selling and technical resources within territory channel ecosystem.
  • Proven experience in partner development to bring accretive revenue to the organization”. Specialized training within product, software or service line is an asset.
  • Must be able to articulate business case selling to include executive level engagements, leveraging virtual teams, and execution of business plans; strategic, collaborative planner, able to scale from 3-5 year visions to 100-day execution plans.
  • Must understand channel economics from the Partner perspective.
  • Strong project and resource management skills; tenacious measurement, assessment and re-alignment against mutual goals.
  • Ability to traverse partner organization scales fluidly (Executive, Rep, Ops, Tech).
  • In depth expertise in Routes to Market & Value Chain; VAR/Partner work experiences an asset.
  • Must have experience in motivating sales teams.
  • Exposure to local SI and GSI such as HCL, TCS, Wipro Infosys, TechM is a plus
  • Ability to build relationships with the Big 4s like PwC, Deloitte, EY to position CyberArk”s leadership in the security ecosystem.
  • Ability to manage channel conflicts to create a harmonious partner environment.

Critical Interdependencies:

  • Partners with and dotted line report to the India Sales Director.
  • Works very closely with the Marketing team to execute joint demand gen and marketing strategies for the relationship.
  • Partners with inside sales and other key departments as required.
  • Executes quarterly and ad-hoc business reviews with Partners, focusing on achievement of revenue, training, lead-generation, branch office expansion, solution play development and relationship objectives are planned and met.
  • Coordinates with Account Executives and Sales Directors to take responsibility for closing the Partner business process.
  • Brings together account teams and coordinates / facilitates the field based relationship, account mapping, and strategy discussions.
  • Works with Distributors and Sales Team to handle any issues to ensure smooth process of quotes and orders.
  • Works with Regional Director and CyberArk Sales Reps to ensure tight coordination of CV and Partner relationship.
  • High level of field exposure.

Company Overview

CyberArk is the only security company laser-focused on striking down targeted cyber threats, those that make their way inside to attack the heart of the enterprise. Dedicated to stopping attacks before they stop business, CyberArk is trusted by the world’s leading companies — more than 40% of the Fortune 100 — to protect their highest-value information assets, infrastructure and application.

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CyberArk provides equal opportunities in employment, development, and advancement to all employees, applicants for employment and all qualified persons without regard to race, color, sex, pregnancy, age, religion, national origin, ancestry, sexual orientation, gender identity, physical or mental disability, veteran status, military service, application for military service, genetic information, or any other characteristic protected under federal and applicable state law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation and training.