kCura are the developers of Relativity, an e-discovery platform used by more than 12,000 organizations to manage large volumes of data and quickly identify key issues during litigation, internal investigations, and compliance projects. Relativity has over 150,000 active users in 40+ countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and more than 195 of the Am Law 200. Corporations, law firms, and government agencies use Relativity on-premises, in the cloud, or as a hybrid platform—with hosted, on-demand solutions available through a global network of partners. As a platform, Relativity also allows developers to design, build, and integrate applications that extend its functionality. kCura has been named one of Chicago's Top Workplaces by the Chicago Tribune for six consecutive years and received the CityLIGHTS Lighthouse Award from the Illinois Technology Association in 2016. Please visit http://www.kcura.com for more information.

Channel Account Manager at kCura
Overview

kCura is a global company with team members who are driven by our customers to build exceptional software for them to use every day. Our product, called Relativity, handles large volumes of data and helps corporations, law firms, and government agencies solve their own unique data problems.

 

The way we work together is centered on our core values of collaborating, communicating, pushing to exceed expectations (even our own), being humble, and having fun while we do it. We enjoy ourselves, give back, and work (and play) hard together. If this sounds like the place for you, check out the details of this position below.

 

As a Channel Manager, you will be responsible for initiating, maintaining, and expanding relationships with assigned channel partners. The Channel Manager understands the unique needs and business drivers within their accounts.  They utilize this knowledge to sell our product suite, advocate for their clients within kCura and overall help them be successful with our products

Responsibilities

• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Meet assigned targets for sales volume and strategic objectives in assigned partner accounts.
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Manage potential channel conflict with other company sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Enable partner’s go-to-market strategy and advocate for partner’s needs internally.
• Work with customer success, support, and product teams to enable assigned partner accounts to provide unparalleled quality and value to our collective customer base.

Qualifications

Minimum Qualifications:
• BA/BS in Business, Marketing, Communications, or related discipline, or at least six years account/client management experience
• Ability to travel up to 30%

 

Preferred Qualifications:
• 5+ years of channel sales experience in a complex technology solution-selling B2B sales environment
• Both SaaS and on-premises selling experience highly preferred
• Experience managing the sales cycle from business champion to the C-level
• Excellent presentation and poise
• Strong and demonstrated written and verbal communication skills
• Ability to work in a fast paced environment with a minimal amount of supervision 
• Ability to handle multiple tasks at any given time and prioritize accordingly 
• Friendly and honest with an unparalleled level of customer commitment 
• Strong technical competence preferred
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Exceptional relationship-building skills

About Us

Our software has more than 130,000 active users in more than 40 countries from organizations including the U.S. Department of Justice and more than 190 of the Am Law 200. We have grown significantly over the last several years and continue striving to build software that helps solve our customers’ toughest e-discovery and unstructured data challenges.

 

If you’re ready to grow with us, we’d love to hear from you.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law. 
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Why work with us
Ask us “why kCura?”—we say, “our people.” kCura is a team of passionate tech and business geeks solving data challenges, big and small. We are grounded in our community, living our core values from day one. What else makes us stand out? Clear communication: check. Accountability: check. Professional growth: check. Killer Queen: check.

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