Channel Account Manager - Federal

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

About Us

Menlo Security protects organizations against cyber attacks by eliminating the threat of malware. Even with a 99.9% defense, devices are still getting infected and our solution is a cloud-based isolation platform which acts as a digital partition to provide users with clean, malware-free web content. We are in series-c funding backed by top industry investors, and we support customers across various enterprises including Fortune 500 companies, leading financial services, and the Department of Defense.

What You’ll Be Doing

The Regional Channel Manager - Federal position plays a crucial role in building Menlo Security’s success in all Federal Markets.

You will be responsible for working closely with all partners, cross-functional stakeholders, and Sales leadership to shape and drive Menlo’s capabilities in regions to deliver and exceed targets. You will recruit, engage, and enable partners to identify and drive new partner-led business opportunities in the Federal Space. This is a key front-line channel sales position reporting into the Vice President Global Channels in partnership with the Federal sales team.

Key Outcomes:

Menlo has a highly successful and respected Channels program throughout the Federal Markets, known for its efficiency, profitability, and strong partnerships with top performing channel partners.

Responsibilities include:

Co-developing and executing a comprehensive strategy for the Federal region including but not limited to resellers, referral partners, federal systems integrators and distribution that is aligned with Corporate Channel Goals
Owning the Partner ecosystem within the Federal region
Ensuring consistency in terms of the company’s channel sales strategy & execution, regular reporting to the Regional and Global Channel leaders
Recruiting and management of partners to ensure the regional channel number and regional number are achieved and surpassed
Acquiring net new business and logo wins by working closely with Sales Rep and Sales Engineer in region and ensuring effective technical onboarding of Partners
Managing regional key performance metrics with Sales Operations to properly report on Key Results.
Enable and educate Channel Partners through in person or virtual events on new platform capabilities.

Key Deliverables:

Federal Partner Strategy Plan
Federal Channels Partner Onboarding and Enablement Plan
Federal Channels Marketing Strategy
Federal Channels Enablement Materials

Requirements

Bachelor’s degree, Masters degree or equivalent experience
Minimum of 8+ years of selling experience
Minimum of 5+ years Information Security experience
Existing relationships with key Federal Channel Partners
Ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes
Flexible and adaptable self-starter with strong relationship-building skills
Passion for your work and an ability to apply that to both daily tasks and larger projects
Collaborative and team-oriented attitude
Effective problem-solving capabilities
Takes initiative and approaches all tasks and projects proactively
Ability to prioritize and complete multiple tasks with little to no supervision
Intellectual curiosity, humility, accountability and positive approach

Our Compensation And Benefits

At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $126,000-$162,000.

In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.

Menlo Security does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Menlo Security.

Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

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Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability .

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.
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