We are seeking an experienced Channel Partner Manager to play a key role in building and supporting the Apexa iQ Channel Programs as part of the global partner ecosystem. The Apexa iQ Solution Provider Program serves a wide variety of partners across all global geographies including Systems Integrators, Managed Service Providers, ISVs, and Value-Added Resellers.
The Channel Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused on a partner vertical market.

Why Apexa iQ”

Would you like to be part of a team that is redefining the IT industry?
Apexa iQ is a rising star Information Security/ IT Asset Management startup founded in Boston, MA with offices in Boston, San Francisco, and India. Our vision is to simplify organization’s ability to Discover, Enrich and Secure their IT devices and software.
Apexa iQ is like a credit rating for your entire IT estate, including every device on your network. Apexa iQ computes all your risks and security gaps into a single score, based on the most vital obsolescence and compliance factors. The higher the score, the stronger and more secure your IT environment.
Since our launch in 2020, ApexaIQ has attracted the world’s top technology, finance, and Service Provider companies. We’re backed by Google, Eze Castle, Wellington Management, HillView Equipment, Kensington Capital, Equitable and others.
The IT asset management and security market is a $1 Trillion+ market and growing every year.

Job responsibilities:

Establishes productive, professional relationships with key personnel in assigned partner accounts.
Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Sells through partner organizations to end users in coordination with partner sales resources.
Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
Ensures partner compliance with partner agreements.
Drives adoption of company programs among assigned partners.
Proactively recruits new qualifying partners.

What do you need:

At least 3+ years of experience specifically in quota carrying Sales/BD roles
Knowledge and proficiency in Sales Productivity tools (CRM, LinkedIn Sales Navigator, etc)
Capability of understanding customer pain points, requirements and correlating potential business to value that can be provided by ELSA’s Enterprise Solutions
Strong and professional communication skills — written, verbal, presentation
Ability to forecast accurately and take ownership of targets

Why will you love working here?

Experience in working at a globally distributed Boston/ Silicon Valley startup and help scale up a business
Opportunities to grow professionally and play a critical role to shape the next stage of our company’s growth
Opportunity to create impact on the Information Security of millions of organizations around the world

Salary and Benefits: