Channel Account Manager West – REMOTE

 May 1, 2021
 Remote (US)
About Reciprocity!
Reciprocity is shaping the future of Information Security with our modern SaaS approach to enable easy risk, audit and security relationship management. The market is growing fast and will be a $1T market by 2025.  With our great product, 100s of brand-name customers, solid funding, and our impressive exec team, we have the confidence to be a software juggernaut for years to come.
Exciting companies share a common set of traits: large growing markets, disruptive technologies, kick-A teams, and a focus on a future state that’s infinitely better than the current state. If this excites you, look no further. 
Our collaborative team is comprised of smart and driven people with diverse interests. We pride ourselves on being family friendly, striking a healthy work-life balance, and cultivating an open and supportive working environment. We are Headquartered in the Financial District in San Francisco and an additional office in beautiful Ljubljana, Slovenia. If you’re mission-driven, excited to solve tough problems, care deeply about values, and are a strong team player, keep reading and hopefully you can jump on this rocketship with us. 

Job Description:

Reciprocity is creating its first Channel Sales Manager (CSM) team and this is an excellent opportunity for you to play an integral part in taking our sales to the next level. The CSM will be accountable for driving partner-generated business opportunities through their partners in a defined region and will be a key business partner that drives Reciprocity’s journey towards becoming a leader in the InfoSec/Risk/GRC space. The Channel Sales Manager is responsible for identifying and cultivating new channel partners, growing existing channel partners, and expanding Reciprocity’s partner program. You will ensure the partners are capable of generating, educating, evaluating, and closing Reciprocity solutions with customers by identifying key decision makers and building strong relationships with the channel partner’s cross functional team.

The Channel Sales Manager will be a quota-carrying field employee, an extension of the field sales team, and be expected to participate in all relevant Reciprocity team meetings, forecast reviews, and events.

We have roles to be based in the following locations WEST – Chicago, Phoenix, Dallas and EAST – Atlanta, DC, Boston

What you will get to do:

  • Define, manage and drive Reciprocity technology partnerships with National partners, Regional partners, VARs, MSSPs, and Consulting firms to support GTM strategy and growth targets.
  • Manage all aspects of partner relationships, success, and satisfaction.
  • Work with partners to develop joint solutions and sales plays that leverage partner capabilities & Reciprocity technologies to satisfy customer needs and drive intended business outcomes.
  • Lead the relationship from the contractual and operational perspective. Identify and develop new areas of the partnership which are mutually beneficial for both organizations (e.g. Lead sharing, sales acceleration, customer satisfaction).
  • Collaborate with Reciprocity Partner Marketing to drive joint marketing activity.
  • Align with Reciprocity Product Management to identify value-adding integrations, roadmap suggestions, and joint messaging.
  • Develop an overall strategy and partner plan for each GTM segment (Consulting, MSSP, Strategic, VAR, etc) and align this across the organization.
  • Drive monthly, quarterly progress towards strategic goals within the partner plan.
  • Develop strong Reciprocity goodwill and awareness across partner organizations.
  • Act as partner advocate within Reciprocity and educate on how we can further build our partner ecosystem.

What we are looking for:

  • 3+ years of sales or channel management experience with a demonstrated record of success, preferably in the software or IT industry
  • Knowledge of GRC programs or emerging solutions to support Risk and a passion for working with partners to solve customer challenges
  • Expertise in the complete sales cycle management from prospecting to closing
  • Solid understanding of business plan development and all of its components
  • Ability to work as part of a fast-paced team while demonstrating flexibility and initiative
  • Confident, professional, and effective communicator (both verbally and in written form) that can work with all levels and departments in an organization and get his/her point across in a concise, articulate, and congenial way.
  • Experience with industry vertical solutions selling is a plus
  • We are committed to the health and safety of our people. Our people are working 100% remote, collaborating online and connecting over video, as they continue to deliver high quality technology solutions 
  • Competitive salary and equity (we want everyone to be a stakeholder) 
  • Full benefits (medical, dental, vision, 401k matching, wellness, cell phone reimbursement, etc.)
  • Flexible and unlimited PTO, paid sick days, 13 holidays
  • Collaborating with smart coworkers that put Customers First and GSD

Equal Employment Opportunity Statement
We value a diverse environment. Reciprocity provides  equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran, sexual orientation, gender identity or expression, or any characteristic protected by federal, state or local laws.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required for personnel so classified.