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Channel Manager (U.S.) – Global Partner Channel

This is an exciting opportunity to work for an established global leader that consists of diverse teams who are passionate about fraud prevention and consumer authentication. We help businesses in multiple verticals by providing a proven suite of device based services designed to safeguard them at every touchpoint. Our global clients leverage our device-based intelligence network that contains 4 billion devices that have touched our clients’ sites, plus 40 million fraud and abuse reports connected to some of those devices.

Position Summary

This position focuses on expanding the market in the authentication arena for ISP’s and MSP’s to drive revenue through the channel. Success in the role will be measured by meeting a defined revenue quota.

Primary Responsibilities

  • Create profitable partner relationships based on sustainable competitive advantages that are derived through product integrations that are unique in the marketplace
  • Be a thought leader for our partners, bringing iovation’s current and potential value adds to our partners resulting in greater interest, revenues and enhanced strategic relationships
  • Coordinate ongoing awareness campaigns for our target partner prospects to build goodwill and mindshare among our partner prospects
  • Compel the Partners Sales/Distribution resources to represent our products and services in an aggressive manner
  • Keep current with our product release information including sales materials, product roadmap, features, applications, competition to leverage in the selling efforts for new partner acquisition 
  • Participate in business metrics reviews and analysis of each Channel Partner’s performance on a quarterly/semi-annual or annual basis; maintain forecast and pipeline metrics in SalesForce CRM.
  • Create, communicate, gain joint agreement and execute on partner specific strategic and tactical business plans focused on demand creation, sales growth and partner sales development, including visiting their locations and events as needed
  • Assist in developing monthly and quarterly strategic initiatives that result in increasing Partner monthly bookings and revenue
  • Provide input regarding developing a system that captures and shares the past and future milestones and timelines that maximize our relationships
  • Develop comprehensive situational expertise around the Authentication industries to understand Partner needs, today and in the future

Skills/Requirements

  • Bachelor’s degree in Business, Marketing, or related field 
  • 5+ years Channel or Partner Management experience
  • Experience selling technology/software solutions in a complex enterprise sales environment
  • Demonstrated track record of consistent quota attainment
  • Professionally trained and experienced in Sales Principles, Strategies, Tactics
  • Solid understanding of two tier sales model
  • Experience building channel account / business plans
  • Excellent communication skills, both written and verbal
  • Demonstrated negotiation skills
  • Excellent presentation skills
  • Proficient with Microsoft Office, Salesforce.com

Preferred Experience/Knowledge Skills

  • Authentication, Fraud Management or Security sales experience
  • Prior work experience with Finance, Government, Insurance and Healthcare platform providers

Physical Requirements

Frequent sitting, hearing and talking; intermittent standing and walking; intermittent bending and twisting of the upper body (in the event of traveling/working from remote locations). Close detail work requiring visual acuity. 

This position description is not intended to be and should not be construed as an all inclusive list of responsibilities, skills or working conditions associated with this position.  While this description is intended to accurately reflect the position's activities and requirements, management reserves the right to modify, add or remove duties as necessary.

iovation is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status.   Individuals that require accommodation in the job application process for a posted position may contact us at 503-943-6713 for assistance.

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