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Senior Product Manager – Supplier Collaboration

• JOB ID: 3296
• North America – Eastern Time Zone

Our client is a technology company driving toward more agility within the supply chain. Their software platform enables Consumer Packaged Goods (CPG) companies and their contracted (external) network of manufacturers and packagers to reduce waste, reduce costs, and better serve their customers.

Their software is currently being leveraged within the world’s leading CPG organizations (including brands like Colgate-Palmolive, L’Oréal, and P&G) and has become synonymous with best of breed supply chain solutions. As they have grown rapidly over the last decade, the company is proud to be recognized with a variety of awards including; Canada’s Top Small & Medium Employers, and Food Logistics Top 100 Software Provider and Canada’s Most Admired Corporate Culture. They have also received multiple awards for company culture including most recently Canada’s Great Places to Work award 2021-2022 and 2021 Best Workplace™ for Mental Wellness!

By joining them, not only will you be joining a fantastic culture of capable and motivated individuals, you’ll also be joining a team that is solving challenging problems everyday with the potential to make a global impact.

Your Mission

We are looking for a creative and motivated Product manager who is passionate about delivering customer value and solving complex problems. You are also someone who thrives in working in a collaborative cross departmental environment. You are equally at ease communicating our value proposition to a prospective customer, soliciting product feedback from a customer, collaborating on a UX concept with a designer or discussing the merits of an implementation strategy with a developer. You are an excellent communicator, can empathize with users, influence and manage stakeholder expectations and ruthlessly prioritize.

Key Responsibilities

• Contribute to product strategy in support of short- and long-term product goals.
• Evangelize our company vision and product strategy with your team, across the organization and with customers and prospects.
• Partner with engineering to define and achieve measurable quarterly and annual product outcomes
• Engage in continuous market discovery to uncover valuable problems to solve
• Work closely with early adopter customers to drive adoption and solicit feedback
• Help develop, maintain and communicate the product roadmap
• Maintain intimacy with the needs of customers and markets, and industry and technology trends to validate market problems for both existing and future customers
• Capture and articulate customer and industry needs, translating them into product requirements working closely with fellow Product Managers and Software Engineers to further refine and develop product ideas.
• Lead collaborations with customers, subject matter experts, designers and software/quality engineers to maximize product quality and business value
• Manage project timelines, risks, priorities, estimates, and customer commitments and expectations with all stakeholders
• Develop Go-To-Market plans and primary content for messaging and collateral for Internal Education, Marketing, and Sales-driven activities.
• Partner with Sales and Marketing to develop and communicate our value proposition
• Develop programs and material to drive product adoption
• Collaborate with the PM group to level up our practices

About You:

• 10+ years of experience in product management
• Have a proven track record of bringing newer products to market
• Can think creatively, deal with ambiguity and manage changing priorities
• Curious, empathetic, and passionate about users’ perspectives and goals
• Use data to make informed product decisions
• Excellent writing, presentation and communication skills
• Detail-oriented, resourceful, and able to prioritize under deadlines
• Experience collaborating successfully with cross-functional teams
• Experience with modern product, design and software development practices
• Constantly learning about product management best practices and the customers you serve
• Experience building Supply Chain solutions

Why our Client?

“We were founded by 4 friends who wanted to work at a place they loved. We imbed this notion into the culture through a highly supportive benefits plan, regularly inviting family to company events, and having lots of fun as a team. Our motto is “It’s Not Just Business, It’s Personal”.

We’re solving problems that no one has been able to solve before. This is an opportunity to join a team that is transforming the way that supply chains are structured. Competitive benefits package: Group benefit plan including health, dental, and vision that start on day one; Parental leave: 100% top-up for 15 weeks for any parent or biological or adopted children; Unlimited paid vacation policy; RRSP Matching Program; $3k annual education budget.”

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

 

It’s #TechTuesday – and Rostie & Associates is cooking with new roles across North America!

Looking to make a career change? Check out some of our #Hot Jobs!

Strategic Account Executive – Remote

• JOB ID: 3291
• West Coast, United States

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that. They have been major contributors to Postgres since the beginning, and they are proud to call thousands of boundary pushing customers our partners. Proud though they are, they are not resting on their laurels. There’s plenty of work to do. The good news is that everything they do will impact Postgres, which is to say that it will impact the world. No pressure!

Note: This person can be located anywhere in the Pacific Time Zone in the U.S.

They seek a seasoned sales professional to join their Strategic Enterprise team. As a Strategic Account Executive, you’ll partner with existing high-profile clients to understand and anticipate their needs, drive up-sell opportunities, and establish our client as critical to their success.

Is a growth mindset baked into your DNA? Do you understand how to build a business case, stay prominent, use resources properly, and manage complex deals through the sales lifecycle? If so, they want to speak with you!

Responsibilities

• Become a prominent resource to our Enterprise customers by defining and executing sales plans that will enable their success
• Qualify a subset of assigned accounts through a strong understanding of each company’s IT organization, strategic applications, DevOps initiatives, database install base, and vital IT initiatives
• Build business cases to establish value; develop and present proposals to customers with information that demonstrates our ability to meet the customers’ strategic objectives
• Meet and exceed quota through qualifying, managing, and closing sales opportunities with existing clients
• Grow existing customer share and expand into net new programs
• Drive account strategies and coordinate team-based selling efforts with internal stakeholders on a quarterly and annual basis

Requirements

• 10+ years of enterprise software sales success selling to executives and CIOs
• Ability to identify new revenue opportunities, conduct market research, and anticipate customer needs
• A strong command of the IT space (to assist in the ability to qualify and prioritize IT software development projects)
• Experience with myriad types of customer conversations; the ability to shift and evolve from a general technical focus up to more complex strategic discussions at the upper echelons of the business (executives)
• A proven capacity to manage time efficiently, meet personal goals, and work collaboratively with other members of the sales organization (SDRs, Sales Engineers and Customer Success Managers)
• Solid presentation skills (to collaborate with Sales Engineers and present pre-sales demos and assessments)
• A willingness to build out an ever-expanding knowledge of our products, competitors, and industry trends
• Ability to think and act independently within a fast paced multi-task driven environment
• Perpetual curiosity around problem solving
• Highly motivated and goal oriented
• Travel required ~25%

Plusses

• Relational database experience (PostgreSQL, Oracle, DB2, MySQL, & SQL Server)
• Experience with Salesforce.comOur client knows it takes a unique mix of people and skills to help them in their mission to supercharge Postgres, and they understand that not everyone will check every box. They would love to hear from you and we want you to apply!

  Our client is proud to be an equal opportunity workplace. They celebrate diversity and are committed to creating an inclusive environment for all employees. They were built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of their culture and are key to their integrity.

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

Enterprise Account Manager

• JOB ID: 3285
• Toronto, ON

Since 2004, our client has been a trusted partner to security-conscious organizations. Effective security is based on the right combination of expertise, intelligence, and adaptive technology, and our clients SaaS platform scales decades of front-line experience and industry-leading threat intelligence to deliver a range of dynamic cyber defense solutions. Their approach helps organizations develop more effective and efficient cyber security programs and instills confidence in their readiness to defend against and respond to cyber threats.

Job Description

The Enterprise Account Manager (EAM) is responsible for sales opportunities of their family of solutions within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts. The successful EAM is expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the EAM is expected to sell the entire product line and must effectively represent the full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.

Responsibilities:

This role requires a deep understanding of the market and technologies that the client sells, including our business/industry, our competitors and the ability to use this knowledge to plan for the future. The successful EAM drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota. Additionally, the EAM must demonstrate success in the following areas:

• Opportunity Assessment: Personally, oversee and be the primary point-of-contact for named Enterprise accounts. Key deliverable: Value-add product, maintenance, and services opportunities are clearly identified and validated with partners and other resources.
• Account Plan Development: Working with Partner and Channel resources, the successful EAM will develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities. Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout sales cycle.
• Contract Negotiations: Participate in contract negotiations for named accounts. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with the clients financial objectives while delivering value-added products, maintenance, and services to meet customer requirements.
• Post-Sale Management: Maintain awareness and status of all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary. Key deliverable: Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to account team members and/or key customer sponsor. Effectively matrix-manages cross functional areas to achieve a high level of customer service.

Qualifications

• Must have 8+ years of enterprise software field sales experience
• 5+ years of security solution sales experience (e.g. managed services, threat intelligence, security consulting, etc.)
• Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level of an organization
• Understand the sales process, with acute listening and sales skills
• Ability to clearly articulate issues and concerns to management and support
• Willingness to travel, work odd hours, and be very available
• Excellent business writing and presentation skills
• Instinctive understanding of customer service and satisfaction, with ability to manage both

Additional Qualifications:

• Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of high value solutions.
• Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively matrix-manage cross functional areas to deliver total solutions based on regional requirements.
• Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.
• Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders.
• Maintain and ensure the accuracy and consistency of all sales data across all sales systems Consistently demonstrate strong product knowledge and ability to articulate our value proposition.

Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122

Director of Sales (SaaS) – Series “A” Equity!

• JOB ID: 3282
• United States

Protecting digital infrastructure and the crown jewels of customer organizations

Our client’s mission is to help organizations demonstrate their commitment to upholding laws, standards, and ethical conduct to their communities. Their compliance operations software helps organizations get the visibility, efficiency, and consistency needed to stay on top of all security assurance and compliance work on a continuous basis. Our client also assists in tracking risks as a part of an enterprise risk management program and conducting vendor risk assessments efficiently.

This Director of Sales role leads one of our client’s fast-growing sales teams.

Build a high performance sales team, win new business and make an impact as an early member of a high-growth startup. You inspire others around you, work well across departments and collaborate with team members of varied experience.

You thrive in ambiguous situations and can construct a logical path forward without material oversight. You’re a constant learner, you’re curious and creative, and you enjoy problem solving, whether that is tactics to increase deal velocity or strategies for clients to help them achieve their business goals.

This role will be responsible for selling our client’s automated evidence collection platform, which allows users to collect compliance evidence directly from the other cloud services they use.

What you do …

• Recruit, manage and mentor a growing team of high performing Account Executives, providing them the guidance, coaching, and the support needed to deliver results.
• Exceed quarterly revenue goals and provide accurate forecasts by clearly quantifying opportunity size and likelihood in Salesforce.
• Measure and adjust the results of our client’s sales playbook by testing new sales strategies that will increase deal size, improve win rate, reduce the average days in the sales cycle, and reduce AE ramp time.
• Lead weekly meetings focused on sales coaching, deal strategy, customer stories, industry knowledge and anything else that can help the team succeed.
• Collaborate with your peers in business development, marketing, partnerships and customer success to streamline processes and improve our customer experience.
• Work closely with product management and prospective clients to push the edge of innovation and help shape our roadmap.
• Help your team unlock opportunities by running discovery-based deal strategies, building customized presentations, simplifying contract negotiations, and planning implementations.

What you need to succeed…

• 10+ years of SaaS sales, consistently exceeding annual quotas and winning awards
• 3+ years of leading a full sales cycle team with deep expertise in new customer prospecting strategy and tactics.
• Demonstrated performance at high growth, VC-backed technology companies
• Advanced business degree (MBA) preferred

Why consider this role…

Our client recently raised $16.5 million in our Series A financing, validating our teamwork, growing customer base, and our company mission to reinvent compliance operations that help organizations build trust through proof.

Benefits

• Competitive salary and an opportunity for Series A equity
• Unlimited PTO (and they actually take it)
• 401k and generous match so you can start saving for the future immediately
• Medical, Dental and Vision insurance
• Quarterly Wellness benefit
• Company get togethers to meet your remote peers
• Remote stipend to make sure you are 100% equipped for the job ahead

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

 

Senior Product Manager

• JOB ID: 3293
• Ontario, Canada

Our client takes the uncertainty and bias out of the hiring process. Their pre-hire assessments provide actionable insights into a candidate’s personality, cognitive, and behavioural attributes and predict both their chances of success within a role and within the culture of an organization.

Their core tenets are more than just buzzwords. Their guiding principles of accountability, teamwork, transparency, balance, and respect are built into every aspect of the company from the relationships they create with their clients to the care with which they build and test their assessments.

What You’ll Be Working On

• Engaging with business, marketing, customer success, and engineering leaders to drive product developments and product strategy in areas related to existing offerings and new markets
• Taking ownership of all common product elements
• Engaging with our clients to collect product development insights and feedback, via customer interviews, surveys, training videos and product webinars
• Building and nurturing relationships with engineers on technical details, understanding the implications of certain decisions, and trade-offs in terms of complexity, depth, and timelines
• Collaborating with our designer to ideate, test, iterate and implement intelligent software interaction models and visual interfaces
• Prioritizing and sequencing deliverables using JIRA, product roadmaps and release timelines to support the growth of the clients products and business units
• Distilling very technical concepts to business users and vice versa
• Conducting research to identify, and adapt to, industry trends and competitive factors
• Defining, measuring, and monitoring key performance indicators to evaluate and understand product value

You will thrive in the role if you have

• 3 – 5+ years of demonstrated success in Product Management roles with SaaS software companies
• Bachelor’s degree or equivalent work experience in Engineering, Computer Science, Design or a related field of study
• Can manage expectations of internal and external stakeholders by effectively prioritizing resources, working, and negotiating product/project needs
• Are data-driven, customer-obsessed, and can rally a team
• Have a growth background with an experimentation mindset
• Are an excellent communicator with a collaborative attitude
• Can present digestible information to stakeholders

Love keeping up to date with new and upcoming product, engineering and design frameworks

What We Can Offer:

• A competitive compensation package and great benefits
• Opportunity for growth – our client has plans to grow and they want their people to grow with them!
• BALANCE – and they mean it! They all care deeply about what they do, but our client knows that life exists outside of the office!
• You’ll never have to work on your birthday
• Summer half days
• They’re small enough to be flexible and excited about change, while also being established enough to offer security – we’ve been around for more than 50 years!

Contact: Kevin Suitor – ksuitor@rostie.com

 

It’s #TechTuesday – and Rostie & Associates is cooking with new roles across North America!

Looking to make a career change? Check out some of our #Hot Jobs!

Enterprise Account Executive (Relational Database)

• JOB ID: 3288
• Central, USA

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that. They have been a major contributors to Postgres since the beginning, and are proud to call thousands of boundary pushing customers their partners. Proud though they are, they are not resting on their laurels. There’s plenty of work to do. The good news is that everything they do will impact Postgres, which is to say that it will impact the world. No pressure.

Note: This position is remote and candidates can be based anywhere in the Central Region though ideally Chicago or possibly Denver.

Our client is seeking an exceptional Account Executive to help them establish and grow their most strategic customers and target accounts. This AE will be responsible for all activities and interactions associated with driving revenue growth through key companies to the future growth of the company.

The Account Executive will focus on formulating and executing a strategy in the territory, resulting in revenue growth and new customer acquisition.

The successful candidate will:

• Have 8+ years of consultative enterprise software sales experience, selling to C-level executives

• Exceptional communication skills (verbal and written)

• Be highly motivated and goal oriented

• Be willing to travel up to 25-50% (when safe to do so)

Candidates that have the following experience will really stand out!

• Relational database experience (PostgreSQL, Oracle, DB2, MySQL, & SQL Server)

• Experience with Salesforce.com

Contact: Kevin Suitor – ksuitor@rostie.com

Enterprise Account Manager

• Toronto, ON

Since 2004, our client has been a trusted partner to security-conscious organizations. Effective security is based on the right combination of expertise, intelligence, and adaptive technology, and their Advantage SaaS platform scales decades of frontline experience and industry-leading threat intelligence to deliver a range of dynamic cyber defense solutions. Their approach helps organizations develop more effective and efficient cyber security programs and instills confidence in their readiness to defend against and respond to cyber threats.

Job Description

The Enterprise Account Manager (EAM) is responsible for sales opportunities of their family of solutions within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts.   The successful EAM is expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the EAM is expected to sell the entire product line and must effectively represent the full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.

Responsibilities:

This role requires a deep understanding of the market and technologies that the client  sells, including our business/industry, our competitors and the ability to use this knowledge to plan for the future. The successful EAM drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota. Additionally, the EAM must demonstrate success in the following areas:

Opportunity Assessment:  Personally, oversee and be the primary point-of-contact for named Enterprise accounts.   Key deliverable:  Value-add product, maintenance, and services opportunities are clearly identified and validated with partners and other resources.

Account Plan Development:  Working with Partner and Channel resources, the successful EAM will develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities.  Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout sales cycle.

Contract Negotiations:  Participate in contract negotiations for named accounts.  Key deliverable:  Financially sound and resource supported contracts that are clearly aligned with the clients financial objectives while delivering value-added products, maintenance, and services to meet customer requirements.

Post-Sale Management:  Maintain awareness and status of all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary.  Key deliverable:  Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to account team members and/or key customer sponsor. Effectively matrix-manages cross functional areas to achieve a high level of customer service.

Qualifications

Must have 8+ years of enterprise software field sales experience

5+ years of security solution sales experience (e.g. managed services, threat intelligence, security consulting, etc.)

Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level of an organization

Understand the sales process, with acute listening and sales skills

Ability to clearly articulate issues and concerns to management and support

Willingness to travel, work odd hours, and be very available

Excellent business writing and presentation skills

Instinctive understanding of customer service and satisfaction, with ability to manage both

Additional Qualifications:

Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of high value solutions.

Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively matrix-manage cross functional areas to deliver total solutions based on regional requirements.

Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.

Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders. </li>

Maintain and ensure the accuracy and consistency of all sales data across all sales systems

Consistently demonstrate strong product knowledge and ability to articulate our value proposition.

Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122

Enterprise Account Executive (Relational Database)

• JOB ID: 3287
• Great Lakes, USA

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that. They have been a major contributors to Postgres since the beginning, and are proud to call thousands of boundary pushing customers their partners. Proud though they are, they are not resting on their laurels. There’s plenty of work to do. The good news is that everything they do will impact Postgres, which is to say that it will impact the world. No pressure.

Note: This position is remote and candidates can be based anywhere in the Great Lakes Region though ideally in the Ohio area.

Our client is seeking an exceptional Account Executive to help them establish and grow their most strategic customers and target accounts. This AE will be responsible for all activities and interactions associated with driving revenue growth through key companies to the future growth of the company.

The Account Executive will focus on formulating and executing a strategy in the territory, resulting in revenue growth and new customer acquisition.

The successful candidate will:

• Have 8+ years of consultative enterprise software sales experience, selling to C-level executives

• Exceptional communication skills (verbal and written)

• Be highly motivated and goal oriented

• Be willing to travel up to 25-50% (when safe to do so)

Candidates that have the following experience will really stand out!

• Relational database experience (PostgreSQL, Oracle, DB2, MySQL, & SQL Server)

• Experience with Salesforce.com

Contact: Kevin Suitor – ksuitor@rostie.com

Enterprise Account Executive (Relational Database)

• JOB ID: 3286
• Eastern Coast, USA

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that. They have been a major contributors to Postgres since the beginning, and are proud to call thousands of boundary pushing customers their partners. Proud though they are, they are not resting on their laurels. There’s plenty of work to do. The good news is that everything they do will impact Postgres, which is to say that it will impact the world. No pressure.

Note: This position is remote and candidates can be based anywhere on the U.S. East Coast, though ideally Boston, New York City or Charlotte.

Our client is seeking an exceptional Account Executive to help them establish and grow their most strategic customers and target accounts. This AE will be responsible for all activities and interactions associated with driving revenue growth through key companies to the future growth of the company.

The Account Executive will focus on formulating and executing a strategy in the territory, resulting in revenue growth and new customer acquisition.

The successful candidate will:

• Have 8+ years of consultative enterprise software sales experience, selling to C-level executives

• Exceptional communication skills (verbal and written)

• Be highly motivated and goal oriented

• Be willing to travel up to 25-50% (when safe to do so)

Candidates that have the following experience will really stand out!

• Relational database experience (PostgreSQL, Oracle, DB2, MySQL, & SQL Server)

• Experience with Salesforce.com

Contact: Kevin Suitor – ksuitor@rostie.com

 

Director, Channel Partnerships – Advisory – Series “A” Equity!

• JOB ID: 3284
• United States

Protecting digital infrastructure and the crown jewels of customer organizations

Our client’s mission is to help organizations demonstrate their commitment to upholding laws, standards, and ethical conduct to their communities. Their compliance operations software helps organizations get the visibility, efficiency, and consistency needed to stay on top of all security assurance and compliance work on a continuous basis. Our client also assists in tracking risks as a part of an enterprise risk management program and conducting vendor risk assessments efficiently.

This Director, Channel Partnerships – Advisory role is focused on building partnerships with Advisory firms working directly our client’s Chief Revenue and Operating Officers to build and drive advisory + our client’s solutions focused on revenue generation in targeted markets.

You have a passion for developing, driving, and winning new business solutions and making an impact as an early member of a high-growth startup. You inspire others around you, work well across departments and collaborate with team members of varied experience.

In addition, you thrive in ambiguous situations and can construct a logical path forward without material oversight. You’re a constant learner, you’re curious and creative, and you enjoy problem solving, whether that is tactics to increase deal velocity or strategies for clients to help them achieve their business goals.

This role will be responsible for selling through partners our client’s automated evidence collection platform, which allows users to collect compliance evidence directly from the other cloud services they use.

What you do …

• Develop and manage channel partner strategy and solution partner engagements for revenue generation in targeted markets.
• Align Channel strategy to complement and enhance company’s direct sales model.
• Identify, qualify, develop and drive partnerships with CPAs, system integrators, consultants, industry influencers and other relevant channel partners.
• Support partners through entire sales process; including sales collateral, sales call preparation, joint presentations, and contracting (pricing & negotiating).
• Collaborate with your Partner Operations counterparts to manage channel training to educate and motivate salespeople throughout internal and external sales organizations.
• Collaborate with your Partner Operations counterparts to assure partners have up-to-date knowledge of new products, features, roadmap and any other updates.
• Develop and maintain strong working relationships at the executive level with key partners.
• Source partnership pipeline by leveraging your network.
• Build and manage joint action plans so you, your clients, and our client’s leadership team is well aligned on mutual outcome, expected deliverables and timelines.

What you need to succeed…

• Experience – 7+ years of experience with channel partners and complex channel relationships (co-sale, resale, OEM/Licensing).
• Successful channel development – previous experience building and maintaining channel programs for software companies (SaaS preferred); demonstrated ability to develop and execute partner channel development and marketing programs which result in revenue generation.
• Executive presence – clear demonstration of business acumen, with a high degree of comfort presenting to and challenging C Suite executives. Every interaction with you is an exchange of value, an opportunity to learn and to share what you’ve learned.
• Experience in governance, risk, compliance or cybersecurity industries
• Big consultancy / advisory firm experience
• Advanced business degree (MBA) or compliance/infosec certification
• Experience within a high-growth technology company

Why consider this role…

Our client recently raised $16.5 million in our Series A financing, validating our teamwork, growing customer base, and our company mission to reinvent compliance operations that help organizations build trust through proof.

Benefits

• Competitive salary and an opportunity for Series A equity
• Unlimited PTO (and they actually take it)
• 401k and generous match so you can start saving for the future immediately
• Medical, Dental and Vision insurance
• Quarterly Wellness benefit
• Company get together’s to meet your remote peers
• Remote stipend to make sure you are 100% equipped for the job ahead

Contact: Kevin Suitor – ksuitor@rostie.com