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About the Role

Upwind is seeking a motivated Channel Manager - Southeast to drive relationships, partner enablement, revenue, and pipeline with channel partners. This quota-carrying role focuses on generating partner-sourced pipeline and deals to protect customer cloud infrastructure.

Responsibilities

• Build, manage, and scale the Channel business within the assigned territory.
• Own the Channel sales motion and partner relationship success.
• Drive pipeline and revenue through partner channels, creating strategies for net-new sales pipeline and revenue.
• Enable and activate existing partners through training, planning, and joint selling.
• Partner with Upwind Engineering and Marketing to enable partners on Upwind's value proposition.
• Own partner pipeline management and provide reporting on sales pipeline and forecast.
• Provide input into channel strategy, partner relationships, and go-to-market programs.
• Align cross-functionally with Sales, Sales Operations, Product, Marketing, and Leadership teams.
• Act as an educator and coach to the partner sales ecosystem to drive pipeline growth.
• Collaborate with marketing on partner communications, including newsletters, social media, and events.
• Build and execute joint partner business plans and conduct partner QBRs.
• Work with the Upwind sales organization to close revenue and build new pipeline.
• Develop a recruitment strategy for adding new partners.

Requirements

• 3+ years of quota-carrying channel/partner sales experience.
• Strong track record of building and managing channel partnerships in the enterprise software space.
• Proven success developing scalable partner GTM strategies.
• Proven success driving pipeline generation and closing business through channel partners.
• Experience evangelizing technology within partner organizations.
• Experience identifying new market opportunities.
• Strong project management, analytical, and execution skills.
• Ability to use data to optimize partner performance and sales strategy.
• Excellent communication and relationship-building skills.
• Ability to influence stakeholders.
• Ability to translate technical concepts into compelling business value.
• Entrepreneurial and results-driven.
• Thrives in a fast-paced, high-growth environment with a strong sense of ownership.
• Excited to work with Partners and build something new.
• Relationship-driven with a focus on win-win scenarios.
• Possesses a 'better together' mindset.
• Enjoys collaborating with others across multiple functions.
• Strong attention to detail.
• Comfortable with change and thrives in fast-paced environments.

Experience Level

• 3+ years

About the Company

• Upwind is the runtime-powered CNAPP that leverages runtime data to secure our customers’ cloud infrastructure.
• Upwind’s holistic approach to cloud security helps organizations mitigate the risks that actually matter, identify the root causes of threats in minutes and respond with context and automation.
• Upwinders are spread across the globe in all departments and work together to protect the infrastructure of our customers.
• We’re a strong, emerging player in a massive and growing market, and it’s still early enough for you to make a significant impact.