Channel Account Manager - APJ

Securonix Regional Channel Manager

At Securonix, we're on a mission to secure the world by staying ahead of cyber threats, reinforcing all layers of our platform with AI capabilities. Our Securonix Unified Defense SIEM, SOAR, UEBA & Threat Intel Platform (TIP) provides organizations with the first and only AI-Reinforced solution built with a cybersecurity mesh architecture on a highly scalable data cloud. Enhanced by Securonix Agentic AI capabilities, our innovative cloud-native solution delivers a seamless CyberOps experience, empowering organizations to scale their security operations and keep up with evolving threats.

Recognized as a six-time leader in the Gartner Magic Quadrant for SIEM and highly rated on Gartner Peer Insights, our award-winning Unified Defense SIEM provides organizations with 365 days of 'hot' data for rapid search and investigation, threat content-as-a-service, proactive defense through continuous peer and partner collaboration, and a fully integrated Threat Detection, Investigation, and Response (TDIR) experience—all within a single platform. Built on a cloud-native architecture, the platform leverages the Snowflake Data Cloud for unparalleled scalability and performance.

Securonix is proud to be a cybersecurity unicorn and featured in CRN's 2024 Security 100 list. Backed by Vista Equity Partners, one of the largest private equity firms with over $100 billion in assets under management, we have a unique advantage in driving innovation and growth. With a global footprint, we serve more than 1,000 customers worldwide, including 10% of the Fortune 100. Our network of 150+ partners and Managed Security Service Providers (MSSPs) enables us to deliver unmatched security solutions on a global scale.

At Securonix, we are driven by our core values and place our people at the heart of everything we do:

• Winning as One Team: We work together with universal respect to achieve aligned outcomes
• Customer Driven Innovation: We innovate to stay ahead of the market and create value for our customers
• Agility in Action: We embrace change and are unified in our purpose and objectives amidst change

Join us as we redefine cybersecurity, innovate fearlessly, and grow together as one team.

Position Summary

This is a senior-level individual regional channel role to build and lead Securonix (SX) efforts to engage, manage, and grow relationships with partners assigned within the ASEAN & ANZ territory. A territory will include regional and country solution providers (partners) as a main and daily focus.

Position Responsibilities

• Manage, educate, and enable partners within assigned territory.
• Manage deal registrations, forecast monthly sales, and identify new business opportunities from partner sellers.
• Proactively manage and support partners, as appropriate to their business model.
• Engage in joint marketing activities and events, be on sight with key partners for trainings, events, etc. (Travel required 50%)
• Identify prospects for joint engagement to grow pipeline of partner-sourced opportunities.
• Engage with and support sales activities to generate revenue.
• Enable partner personnel (as appropriate) for sales activities, and manage enablement for pre-sales, POCs, and implementation services with the appropriate SX teams.
• Educate about product portfolio and opportunity identification.
• Be the business manager between key partners and Securonix. Engage the partner sales teams and leadership with Securonix senior management, sales, and technical teams.
• Introduce and engage SX senior leadership (CRO, CTO, CEO, COO, VP) Channel Sales, to build productive business relationships with influential Partner senior leaders.
• Work with marketing team to develop partner marketing and promotion plans to increase brand awareness and loyalty.
• Evaluate partner sales performance and recommend actions to increase revenues.
• Address partner related issues, sales conflicts, and pricing issues in an urgent manner.
• Create and execute business plans to meet sales goals, specifically new business goals.

Required Skills

• Develop and execute personal learning plan to stay current on competitive offerings and Securonix solutions for UEBA, Next Gen SIEM, SOAR, TIP, and Security Data Lakes.
• 7-10 years' experience in sales, with minimum 5 years in channel sales positions.
• BS/BA with 5 to 10 yrs. experience in the security industry and/or a channel sales career.
• Demonstrated proficiency in MS Excel, PowerPoint, and experience developing and delivering compelling partner value propositions.
• Exceptional communication and interpersonal skills; must be a strong team player.
• Demonstrated track record of delivering new business results with partner community.
• Ability to interact with senior level management within and outside of the organization.

Securonix is an equal opportunity employer committed to fostering an innovative, inclusive, diverse, and discrimination-free work environment. Employment with Securonix is based on merit, competence, and qualifications. It is our policy to administer all personnel actions, including recruiting, hiring, training, and promoting employees, without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability, marital status, veteran status, or any other legally protected classification in accordance with applicable federal and state laws. Consistent with the obligations of these laws, Securonix will make reasonable accommodations for qualified individuals with disabilities.