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Channel Sales Director

Palo Alto, CA · Full-time

About The Position

Bionic is looking for a Channel Sales Director to join as a key member of our Sales team and to be responsible for developing and implementing a channel sales strategy, programs, and processes essential to the growth of Bionic. The ideal candidate will have extensive deal, strategy, and relationship management experience to grow and accelerate our partner’s go-to-market strategy. The Channel Sales Director must be self-motivated, collaborative, and with a desire to work in a fast-paced, entrepreneurial environment.

About Bionic

Bionic is a high-growth, early-stage stage startup in the DevSecOps space. We were named a 2021 Cool DevSecOps Vendor by Gartner, and are working with customers like Freddie Mac, GSK, MX, and Armis to automate the way companies detect and prioritize application risk with complete transparency into what applications are doing in any environment at any time.

Who we are looking for

  • Lead the development of channel strategy, the management of channel relationships, and the management and close of a pipeline of opportunities.  
  • Create and maintain strong business relationships with assigned business partners at all levels, including executive, sales, marketing, and operations.
  • Lead the acquisition (source, negotiate, close) and manage new partnerships.
  • Ensure alignment with the direct sales team, coordinating between pre-sales, support, professional service, product management, and management resources.
  • Work with marketing to drive programs and events to extend the relationships to new prospects.
  • Track and report accurate metrics by distribution channel, forecast monthly channel sales, and manage channel pipeline, including identifying issues as they arise, assessing possible solutions, and executing those solutions.
  • Provide management with regular sales reports (forecasting and pipeline), as well as competitive updates, channel trends, and competitive strategies.
  • Build programs to support a growing number of partners.

What skills/experience we would like:

  • 7+ years of experience in Channel Management at a B2B SaaS company.
  • Experience in early-stage software startups, growing rapidly and with a fast-changing market.
  • Background in driving projects in AppSec, DevOps, and DevSecOps markets.
  • Significant experience sourcing and cultivating partnership/referral programs.
  • Experience building strategic frameworks for complicated transactions, evaluating new business opportunities.
  • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with C-level and other decision-makers.
  • Excellent written and verbal communication skills, including excellent presentation skills to executives & contributors.
  • Demonstrated knowledge of the partner ecosystem in the USA.
  • Energetic, proactive self-starter who can identify and execute the necessary steps needed to drive forward channel partnerships.
  • Experience in sales tools (Salesforce, LinkedIn, Gong, etc.).
  • BA or BS degree.

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