Reseller Channel Manager
This person will be instrumental in developing the Reseller program. The reseller program will leverage our partner connector program and their partner network, like Microsoft. The Reseller Channel Manager leverages proven business and market development experience based on in depth understanding of channel including:
- Reseller Channels
- VAR Channels
- System Integrators
The candidate will be responsible for collaboratively developing, managing and executing the Reseller program. Candidate must be able to set objectives, determine strategies, and implement methods for successful channel sales results. Proven track record in recruitment, onboarding, and enablement. Strong interpersonal skills, a team player, thrives in an intense, fast-paced environment, and entrepreneurial driven. Persistent, inquisitive, applies art of persuasion, and creativity. This individual’s success will be measured by sales through the channel.
Key responsibilities and duties
- Create and rapidly execute reseller program
- Recruit, on board and train resellers
- Work with Sales reps and marketing to leverage the channel
- Negotiate business terms and conditions that are within OneSpan guidelines and are fair to both OneSpan and resellers.
- Provide accurate and timely forecasts.
- Achieve “customer intimacy” which will result in customers who are satisfied 100% of the time.
- Responsible for creating and executing a pipeline generation plan that leads to partners exceeding their annual incremental and net new business needs
- Properly articulate the Onespan strategy, value proposition, and solution offerings to partners
- Develop and execute regional partner go to market business plans that align with field sales market plans
- Responsible for aligning and engaging partners with multiple resources such as field sales, solutions engineers, support team, professional services, product management.
Qualifications
- Five to seven years of proven experience building and managing resellers
- Must be proactive, analytical, results oriented
- Strong consultative and presentation skills
- Understanding of the security marketplace and competitive landscape
- Have excellent time operational and project management and organizational skills
- Outstanding communication and relationship-building skills
- Negotiation and reseller management experience
- Ability to travel up to a minimum of 30% of the time
- Bachelor’s degree
Why OneSpan
OneSpan offers the best of both worlds – a solid foundation that only an established global enterprise can provide, with the energy and creativity of an innovative start-up. In every role at OneSpan, you’ll contribute to the success of the most advanced security and e-signature technologies, and have opportunities to grow. You’ll continue your hands-on education through formal training and informal programs.