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List:       security-jobs
Subject:    [SJ-JOB] Channel / Business Development, Dallas/Austin
From:       jason () coddallas ! com
Date:       2005-08-25 18:41:02
Message-ID: 20050825184102.10571.qmail () securityfocus ! com
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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position:       Channel / Business Development
Location:       Dallas/Austin, Texas, United States
Type:           Permanent F/T

Closing Date:   2005-09-25

Our client, a vendor of malware solutions is looking for an experienced Territory \
Channel Development Rep who will build upon a track record of creating successful \
software VAR channels for Internet Security Software companies. We are looking for \
someone with demonstratable success in building a Partner program, who has \
referencable, established contacts in Microsoft Reseller and Security Partners \
worldwide. THIS IS NOT A QUOTA CARRYING SALES POSITION. While we do feel prior sales \
                skills are a plus, this position is Salary and MBO based. 
RESPONSIBILITIES/TASKS: 
• Participate in building a 100% channel fulfillment model, identify, recruit, \
train, and motivate Partners.  • Participate in the development of the Channel \
sales strategy for client solutions.  • Identification, qualification and \
development of indirect (VAR) channel and channel sales partners to achieve corporate \
goals.  • Generate, cultivate, manage and recruit new Partners both from your \
own network, as well as from targeted lists from Microsoft and Software Security \
VAR’s.  • Create regional business plans with channel partners. 
• Thoroughly analyze and understand current and future Channel Partner needs, \
requirements and objectives in order to successfully determine the appropriate \
resources and budget requirements.  • Negotiate Channel contracts and policies \
with Partners.  • Schedule and conduct sales training and develop marketing \
plans with Channel Partners.  • Provide follow up with Partners to ensure \
satisfaction with channel program and customer satisfaction with product and \
services.  • Coordinate marketing activities with the VAR and cultivate working \
relationships with the Regional Sales team to build an excellent business \
relationship between the VAR and client.  • Work with Channel Marketing to \
develop the proper program infrastructure to train and support VAR’s.  • \
Stay abreast of competitive industry and market intelligence, providing feedback and \
customer service recommendations.  • Develop reporting and tracking tools within \
Salesforce.com.  • Responsible for, and measured against building momentum and \
tracking Channel delivered (versus channel fulfilled) business


JOB REQUIREMENTS
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REQUIRED SKILLS: 
• A self-starter with a track record of building and managing a successful \
territory VAR channel for a software company. Must be able to call in to multiple \
executive levels within an organization; familiarity with enterprise applications, \
Microsoft Desktop products and/or email and security products is a must. This is the \
number one requirement and only candidates that can demonstrate this will be \
considered.  • Network of Security VARs in the territory. 
• Expert knowledge of sales cycles and strategic solution selling techniques a \
plus.  • Proven track record achieving measurable channel development goals. 
• Experience working in a startup environment. 
• Polish and professionalism in delivering presentations to executive groups, \
and the ability to think on your feet and customize the presentation to any audience. \
 • Ability to travel up to 50%, within the assigned territory. 
• Ability to work remotely. 
• Positive and energetic phone skills, excellent listening skills, strong \
writing skills.  • Sales skills, sales training, Salesforce.com experience, a \
plus.  • Proficient with standard corporate productivity tools (email, \
                voicemail, MS Office). 
CHARACTERISTICS: 
• Team player with a strong commitment to establishing and following a process. 
• The highest level of personal and professional integrity. 
• BA/BS, plus a minimum of 5 years relevant experience in enterprise software \
channel development or sales. 

ADDITIONAL INFORMATION: 
Position Type: Full Time. This is a New Position opening 
Reporting To: VP of Sales. Openings in East 


CONTACT
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Candidates On Demand Group
Jason Glasser
Recruiter
jason@coddallas.com



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