Reporting to Vice President, Managed Service Providers, This hybrid position combines the new partner acquisition focus of a Business Development Manager driving net new revenue with the revenue expansion and relationship management focus of a Channel Account Manager. You will land net new MSP partners and help existing partners unlock the full value of Absolute’s cybersecurity portfolio—owning the entire partner life cycle from first contact through long term renewal and upsell. Fluency in English plus French or German is required; trilingual proficiency (English, French, and German) is strongly preferred.
What You’ll Do
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Identify, recruit and contract high potential MSPs that align with Absolute’s growth objectives
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Achieve channel sales and revenue goals by ensuring channel programs are operating efficiently and maximizing their effectiveness
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Build executive level relationships (C suite and senior management) and negotiate partnership terms that drive annual recurring revenue (ARR)
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Deliver compelling presentations, business cases and product demonstrations in English, French and/or German as appropriate
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Own partner onboarding, coordinating with product, marketing and customer success to ensure a frictionless start
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Serve as the partner’s trusted advisor and Absolute subject matter expert; provide insightful use cases, demos and best practice guidance
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Drive renewals, cross sell and upsell motions to expand license footprint and ARR
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Deliver enablement programs (webinars, Learning Hub content) and escalate technical issues to Activation, Professional Services or Support as needed
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Monitor and analyze market trends, competitor activities, and customer needs to identify new partnership opportunities
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Engage field sellers inside partner organizations to amplify pipeline and close rates.
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Maintain a data driven pipeline in Salesforce; supply weekly / monthly status, forecast and EOQ closure reports Monitor market trends and competitor activities to refine territory and partner strategies.
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Continuously improve channel programs based on partner feedback and industry best practices
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Collaborate with internal teams, including product, marketing, and sales, to ensure successful implementation and execution of partnerships
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Assist the Absolute MSP team in optimizing sales closure during EOQ activities
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Uphold Absolute’s security and privacy standards in every interaction
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Protect the security and privacy of Absolute and its customers
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Other duties as assigned by management
What You’ll Bring
- 8+ years combined success in business development, channel account management or partner sales within the cybersecurity and MSP ecosystem
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Demonstrated ability to identify, negotiate and close partnerships that deliver measurable ARR growth
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Strong understanding of endpoint security, managed services business models and competitive landscape
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Analytical, entrepreneurial mindset; adept at independent and cross functional teamwork in a fast paced environment
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Proven history of building C level relationships and presenting to diverse audiences in English plus French or German
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Ability to present to all audiences, build relationships and negotiate effectively
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Proven history of being able to work independently and with cross-functional teams to achieve company and departmental objectives
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Proficiency with Salesforce (or similar CRM) and MS Office
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Ability to take on, and manage, projects based on requirements of Absolute’s developing business requirements
Nice-to-have skills
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Bachelor’s degree in business, marketing or equivalent experience
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Experience managing partners across Europe
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Trilingual fluency (English, French, German)
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Familiarity with PSA/RMM platforms and marketplace commerce
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Formal sales methodology certification (MEDDIC, Challenger, etc.)
Travel & Work Environment
- Remote first role with up to 30 % travel for partner meetings, events and internal kick offs in North America and Europe
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Flexibility to accommodate limited after hours calls with international partners
Why Work For Us:
You’re resilient and passionate about securing the Work from Anywhere era. So are we.
We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.
Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.
Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel
