Channel Alliances Manager

Devo, the cloud-native logging and security analytics company, empowers security and operations teams to maximize the value of all their data. Only the Devo platform delivers the powerful combination of real-time visibility, high-performance analytics, scalability, multitenancy, and low TCO crucial for monitoring and securing business operations as enterprises accelerate their shift to the cloud.

Headquartered in Boston, Mass., Devo is backed by Insight Partners, Georgian, and Bessemer Venture Partners. Learn more at www.devo.com.

The Channel Alliance Manager is responsible for maintaining and expanding partner relationships within an assigned territory with the goal of increasing sales or Devo products/solutions. Experience selling to and through MSSPs, GSIs, and VARs is ideal. Experience working with AWS is a must. This is a hybrid role, 50/50 split on technology alliance partners and resell partners.

The successful candidate must be able to describe how they successfully grew AWS co-sell motions and the ability to navigate executive relationships within AWS.

Responsibilities

• Manage strategic partnerships with AWS and other strategic technology alliance partners.
• Identify and support joint sales pursuits, engage regularly with Partner sellers and Devo regional sales managers, develop sufficient pipeline, and execute together to drive revenue
• Develop and execute a strategic joint business plan that drives all aspects of the partner relationship including: executive interlocks, business development, enablement, onboarding, certification plans, marketing, and solution development
• Present and promote Devo’s value proposition and capabilities that enables the partner to effectively position and sell Devo.
• Act as a liaison to foster strong field seller relationships between Devo and Partners.
• Collaborate with Partner Marketing team to build and execute joint demand generation plans
• Lead regular partner business performance / relationship reviews with senior management
• Build and maintain activity and performance reports and dashboards
  
  

Requirements

• Bachelor's degree, or its international equivalent
• A proven track record of success developing and driving GTM plans with AWS
• Comfortable in a fast-paced environment with hyper growth goals
• A strategic thinker with a hunter mentality possessing strong organizational, presentation, and communication skills
• A can-do, roll up your sleeves attitude
• Knowledgeable – to be able to respond intelligently to customer and prospect questions, issues and needs
• Professional Presentation Skills – to influence, with impact a prospective buyer on Devo’s software solutions.
• Professional Business Writing Skills – to clearly and concisely communicate the Devo message to prospects, customers and management.
• Professional Negotiation Skills – to successfully negotiate a win-win business arrangement with customers and prospects.
• Accountable and self-motivated with high energy and positive attitude, to earn credibility with customers
• Ambition to pursue over-achievement of goals.
• Must be able to work effectively in a team setting as well as on his/her own with minimal supervision
  
  

Competency Profile

• Business acumen
• Customer focused, Channel obsessed
• Active listening
• Negotiating
• Peer relationships
• Political savvy
• Problem solving
• Drive for results
• AWS ACE experience
  
  

Background Experiences

• 5+ years in the industry in sales roles of increasing responsibility related to business development, channel sales or account management where meeting revenue quotas was a requirement
• Experience working at high growth companies
• Experience working at start-ups preferred
• Proven, successful ability to achieve agreed-upon sales plans and targets
  
  

Compensation

This role will have a general pay range of $119,643.00 to 167,500. The provided base salary range is what we expect to pay a substantially qualified candidate, with final offer being based on the candidate’s relevant experience and skills, as well as location and other factors. Total compensation for the role will include base salary, as well as a bonus or commission target and an equity grant applicable to the level of the role.

Why work at Devo?

• Be part of an international company with a strong team culture that celebrates success. Share our core values: Be bold - Be Inventive - Be humble - Be an ally.
• A flexible work environment that lets you work in the way that works best for you — in office, fully remote, or hybrid.
• Work in an environment that will challenge you and enable you to grow as a professional with training and professional development to help you reach your goals.
• Comprehensive Benefits including Healthcare 401K, Employee Stock Option plan, Employee referral program, and so much more!