Job Information
Lacework Partner Sales Manager - Southern California in United States
At Lacework, we strive to provide a supportive, collaborative environment where people are empowered to do the best work of their careers.
Our team members enjoy solving complex problems, big sky thinking, and obsess over getting the details right. We love what we do and are proud of our work to secure clouds and container environments for thousands of users worldwide.
Lacework is looking for a Partner Sales Manager to join our team. As a Partner Sales Manager, you will develop and grow strategic partnerships in the partner ecosystem that will enable opportunities for net new and expansion opportunities. With this role you’ll join a fast paced industry and growing sales organization. You’ll partner closely with internal stakeholders, while driving meaningful partner relationships that contribute to the customer experience and revenue to our bottom line.
This is a full time role that will be primarily based out of Southern California with travel to other US regional locations
Key Responsibilities:
Strategy Development: Develop, scale and manage the regional partner sales strategy the company’s long-term business objectives.
Partnership Management: Identify, build and maintain strong relationships with focus partners across various lines of business, including resellers, cloud providers, and MSSPs. Manage all aspects of partner engagement from negotiation to integration, partner sales forecasting, and ongoing sales support to drive revenue growth.
Partner Onboarding and Enablement: Ensure reseller partners are equipped with the necessary messaging, training, resources and support to successfully sell and deliver Lacework offerings.
Performance Metrics: Drive partner accountability and establish partner’s success KPI metrics to deliver measurable results and assess the effectiveness of our partnerships. Regularly review partnership engagement, performance and make adjustments to strategies as necessary.
Market Expansion: Identify and develop new business opportunities by leveraging partnerships and activate regional partner marketing business development. Generate net new pipeline and revenue through partner sourced and leverage co-sell opportunities.
Cross-functional alignment: Work closely with internal teams, including sales, marketing, operations, and systems engineering teams to executive and implement our top-of-the-funnel strategy through inbound and outbound tactics.
To be successful in this role you have:
Reside in the southwest US region, preferably Southern California.
5+ years of experience in full sales cycle and/or channel experience, generating net new business for Saas, Cloud, and/or Security solutions. (Force Management and MEDDPICC sales methodology experience a plus)
Experience in channel sales management, with a focus on developing and managing reseller partnerships and sales cycles within the security sector (Optiv, Guidepoint, Presidio, and Trace3 preferred).
Proven track record of success exceeding net new revenue targets focused on partner sourced revenue attainment.
Experience building a multi-partner go-to-market (GTM) strategy with strategic partners including cloud providers (AWS, Google etc.) and managed security service providers (MSSPs).
Generate Pipeline revenue by executing joint go-to-market (GTM) planning & activities with channel partner leadership, partner sales executives, and regional field sales and marketing teams.
Ability to thrive in fast-paced, team-focused cultures that are ever evolving and with a “builder” mindset.
Deep understanding of cloud services, security risks, threat detection solutions, and the competitive landscape.
Excellent communication and interpersonal skills, a collaborative team player but also have the capability to engage and influence senior leadership.
Strong presentation skills, both in person and via virtual sessions.
Willingness to travel regionally as required by the job and to attend industry events.
Work Environment:
We are a dynamic and rapidly growing software company with a strong sense of dedication to our customers. We work hard but try not to take ourselves too seriously. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented security personnel in the business. We provide competitive compensation, generous benefits, and a professional, yet relaxed atmosphere.
Lacework is an Equal Opportunity Employer. It is the policy of Lacework to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership, or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law