We at Security Compass are on a mission to create a world where we can trust technology by enabling organizations to shift left and build secure applications by design. Our flagship product, SD Elements, helps organizations to reduce cyber risks by taking an automated, developer-centric approach to threat modeling, secure development, and compliance. This, combined with our industry-leading e-Learning offerings, allows us to support our customers in accelerating software time-to-market without sacrificing security.

We are looking for a Channel Sales Manager to ignite and nurture partnerships by identifying and recruiting new partners for long-term success as well as manage existing partners to drive growth. The priority is to maximize partner net new opportunities and revenue generation by managing all activities associated with pipeline management, sales coaching, and forecasting.

We are open to candidates across Brazil. We are a remote-first company with a head-office in Toronto.

What you’ll do

Partner Recruitment & Development: You will develop strategic relationships and partner enablement with key partners to drive commitment to Security Compass products and to increase the incremental revenue.
Pipeline Creation: Drive joint pipeline from demand generation to close. Effectively communicate, report, track, and manage sales pipelines to senior management.
Close Revenue & Achieve Quota: Utilize tools and consistent processes for qualifying and forecasting partner pipeline. You will develop and execute strategies to increase pipeline volume and velocity jointly with partners. Manage complex sales cycles and close renewals, extend subscription terms and up-sell existing customers.
Influencing and Negotiation: Exhibit credibility and executive presence, influencing, and instilling confidence at all executive and management levels, internally and externally.
Business Reviews: Conduct regular reviews with Top Partners to drive accountability and report on success metrics.
Collaboration: Work hand-in-hand with Sales Engineering, Customer Success, and Marketing teams to generate net-new partner sourced pipeline and revenue.

What you’ll need to succeed

3+ years of partner recruitment and channel management experience, preferably with IT infrastructure management
You have project management experience, proven track record at business planning and achieving measurable goals.
Strong business acumen which can effectively uncover client needs and drive a value based sale, applying our differentiators as a key success factor and leveraging MEDPIC
Self-motivated with the ability to support and motivate others.
Proven ability to meet quota and deadlines.
Outstanding people skills. Strong in-person, collaboration, written and oral communication skills. Trilingual preferred, Portuguese - English - Spanish
Willingness to travel up to 40%

Why Security Compass?

Meaningful Work. We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.
Trust. It’s important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication.
Innovation. We encourage you to explore ideas and test new theories, both in your work and your passion projects. We encourage disruptive thinking.
Growth. We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.
Life-Work Integration. We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!
Fun. We could not have good culture without good fun, and we don’t underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together.
Embracing Diversity, Inclusion and Equity. We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

Phone Interview – You’ll start with a 20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.
Hiring Manager Interview (1 hour) - This is an opportunity to meet with the Head of Channel Sales and learn more about the role, the team and the specifics of the role, while they learn more about your job specific experience and how you like to work.
Panel Presentation - Presentation to our Director, Channel Marketing and Key Stakeholders
Executive Interview - You’ll meet with an Executive to explore strategic alignment, leadership style, and how your experience maps to the company’s long-term vision
Culture-Add Interview – 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect.

This posting is for an existing vacancy. Click here to start imagining your future at Security Compass!

Security Compass is proud to be an Equal Opportunity employer. Diversity is our differentiator and all qualified applicants will be considered without regard to race, ethnicity, color, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, military and veteran status, marital status, medical condition, disability, or any other legally protected basis, in a manner consistent with the requirements of applicable state and Federal law. Should you require accommodation for a disability, special need and/or religious reason, please inform hr@securitycompass.com so that an inclusive and barrier free process can be provided to all applicants throughout the application process. All information provided will be addressed confidentially. Learn more about your equal employment opportunity rights here.