Global Channel Sales Operations Manager

  • Category: Support Services
  • Team: Sales Operations
  • Location: United States

Description

Position at Trustwave

Trustwave is a leading cybersecurity and managed security services provider that helps businesses fight cybercrime, protect data and reduce security risk. Offering a comprehensive portfolio of managed security services, security testing, consulting, technology solutions and cybersecurity education, Trustwave helps businesses embrace digital transformation securely. Trustwave is a Singtel company and the global security arm of Singtel, Optus and NCS, with customers in 96 countries. For more information about Trustwave, visit https://www.trustwave.com.

Responsible for the overall productivity and effectiveness of the Global Channel Team, working in partnership with internal and external stakeholders to ensure appropriate objectives and priorities are enabled within the Channel Team. Drive success within the Channel Team enabling global processes and methodologies to maximise sales results.  This role drives simplification across business processes and assists in the development and execution of key strategies for growth.

This person must have the ability to work effectively in a fast-changing, fast-paced and demanding environment and understand the ability to articulate the programs, the value they bring to the process and offer the operational support required.

Knowledge and understanding of working with channel partners and third party vendors to drive business forward for the channel team.

Roles & Responsibilities:

  • Provide operational support Partner Portal and all associated processes.
    • PartnerOne user setup
    • Pricelist publication
    • Documentation
  • Sales Process Optimization – within Trustwave and Partner Community
    • Channel Partners and Technology Partners
  • Analyse the performance of Channel Team throughout the sales process to identify areas of concern and best practice. Use this analysis to recommend areas of focus to improve performance
    • Build out Clari to reflect needs of Channel
    • Build/maintain dashboards
  • Support sales enablement in region and demonstrate quantifiable results (pipeline)
    • Contribute to training programs for Internal and External sales teams
  • Coach and mentor Channel Account Managers through the rollout of new programs and initiatives to ensure successful rollout and adherence in the channel
  • Ensure highest levels of data integrity in Salesforce and adherence to defined process
  • Provide input into forecasting, planning and budgeting processes
  • Proactively identify opportunities for process improvements
    • Tracking of channel business
    • Improvements in SFDC and PartnerOne
    • Lead Distribution to Partners and Channel Managers
  • Co-ordinate with Sales Operations and Sales Management to ensure understanding and adherence to defined channel processes
    • Deal Registration
    • Ownership of opportunities, partner accounts
    • NFR licenses
    • Partner Journey – onboarding, access to portals
  • Support consistence implementation of company initiatives
  • Builds inter company relationships with other key management personnel
    • Product Management
    • Sales Operations
    • Finance
    • Legal
    • Marketing

Preferred skills:

  • 5-8 years experience working with Salesforce (or other CRM applications); Clari; Apttus (or other CPQ); Sales Enablement/Partner Portal (ZiftOne perferrably).
  • Advanced Microsoft Office skills (must be highly adept with Outlook, Excel, and PowerPoint.)
  • Previous experience in an IT sales/business operations, B2B, Professional Services, Inside Sales, Financial Analyst, or Sales Support role
  • 4 year college/university degree

General Skills:

  • Highly adaptable and able manage a variety of tasks with minimal supervision
  • Must be “customer focused” for both internal and external customers
  • Proven ability to manage detail oriented tasks with exceptional levels of quality
  • Ability to successfully balance multiple simultaneous demands & self-adjust to meet changing priorities
  • Excellent communication skills – both written and verbal
  • Tech-savvy and capable of optimizing and enhancing existing processes and procedures through new approaches – we welcome ways to work smarter not harder!
  • Exceptional listening skills and ability to empathize with customers and other team members
  • Willingness to work scheduled night/weekend times as and when required
  • Familiarity with the Technology industry is highly preferred – candidates with a background in Cybersecurity will have an added advantage
  • Must be a team player and willing to collaborate with cross functional teams
  • Have a bias for action; takes initiative and ownership of key tasks and objectives, with the ability to think on your feet.

Trustwave is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

To All Agencies:
Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave’s policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.

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Trustwave is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. Offering a comprehensive portfolio of managed security services, consulting and professional services, and data protection technology, Trustwave helps businesses embrace digital transformation securely.Trustwave is a Singtel company and the global security arm of Singtel, Optus and NCS, with customers in 96 countries.

To All Agencies: Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.