Summary Focus on partnership, profiling, sales planning, technical onboarding, business development & execution. Cross Sell & Upsell portfolio. Maintain, Grow & Maintain MSP book of business. Job description FUNCTIONAL RESPONSIBILITIES AND DUTIES * Achieve monthly and annual revenue and KPIs targets. Analyze MSP market, identify MSP/MSSP Partner targets, Existing partner growth opportunities. * Perform profiling of partners, identify opportunity for growth and risk of potential churn * Communicate with partners to share product/service offerings and gather product requirements * Pro-actively manage assigned MSP/MSSP accounts * Partner business planning and development; creating a Business Plan with strategic Partners including metrics and goals. * Update and track pipeline activities for partners in ESET CRM. * Responsible for understanding, managing, and developing complex partners and difficult-to close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution. * Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions. * Recruit, train, and manage MSPs/MSSPs to sell ESET's product portfolio within the assigned territory; facilitate access to applicable resources and tools. * Delivers partner recruitment presentations to pitch Partner Program and create joint value proposition between ESET and partners * Contacts and visits prospective MSP/MSSP customers to determine technology needs & ESET product fits; can be with Partner reps or direct prospecting * Conduct joint onsite end-user sales calls with partner to ensure timely closure of business. * Work with partner marketing to develop partner marketing programs for ESET partners; outline of programs to match and be part of the Business Plan * Work in tandem with the territory's inside and technical teams to build & close your pipeline. * Conduct Quarterly Business Reviews (QBRs) with select Partners; include updates to Business Plan, review year-to-date revenue results, and more. * Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested. * Remain knowledgeable and current of company's products/services to facilitate sales efforts * Other duties as assigned by management. REQUIREMENTS Education: * Degree or equivalent is desirable, preferably in IT or cyber related subject * Be available for 20-30% travel * Proficient in Salesforce CRM Experience: * 5+ years selling to businesses * 5-7 years of channel management experience Knowledge: * Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with third parties. * Excellent presentation, written, and verbal communications kills. * Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact. * Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships. * Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer. * Ability to close business while achieving a high level of customer and partner satisfaction. * Extensive Channel Management, Training, and Channel Development Experience. * Proficiency in Microsoft Office products (Word, Excel, PowerPoint) Language: * English - B2 Communication: * N/A Managerial skills: * N/A Personal characteristics: * Good self-management, time management and organizational skills Benefits Health & well-being * Cigna Medical Plan * Cigna Dental Plan * EyeMed Vision Plan * Reliance Standard Life Insurance * Reliance Standard Long Term Disability Plan * HealthJoy Employee Assistance Program * Cigna Supplemental Insurance * Lifestyle Spending Account * Bi-Weekly Mediation Series * On-site Gym and shower facilities Family * Volunteer Day off * Paid Time off * Tuition Reimbursement * Birthing Parent Match * Pet Insurance Office * Recreational Zone * Coffee & Snacks * Parking Benefit Other * Benefit Hub - Discounts on travel, cars, electronics, etc… * 401(k) retirement savings * ESET's Charitable Contributions Program * Referral Program Primary location San Diego Additional locations Time type Full time