Sr. Channel Sales Representative - West

The primary responsibilities of the Sr. Channel Sales Representative at Axonius include working closely with partner accounts to encourage them to leverage their customer bases, provisioning lead information, assisting in partner enablement, and managing events. This role also involves constant communication with channel directors and engaging in lead generation activities to enhance the partner's success.

Candidates for the Sr. Channel Sales Representative position at Axonius should have a strong background in sales, particularly in channel sales, along with excellent communication skills and the ability to build relationships. Familiarity with cybersecurity and experience in working with partners will also be beneficial in this competitive role.

The Sr. Channel Sales Representative at Axonius can expect to travel up to 50% of the time. This travel is essential to meet with partners and clients, ensuring that effective relationships are built and maintained through face-to-face interactions.

Axonius supports the professional development of the Sr. Channel Sales Representative through its Sales Certification Program, which allows representatives to deepen their understanding of Axonius's products and services, thereby improving their ability to support partners effectively.

At Axonius, a new Sr. Channel Sales Representative can expect a competitive compensation package, with annual on-target earnings ranging between $250,000 and $260,000, along with stock options and benefits to reward their contribution to the company's success.

To generate leads as a Sr. Channel Sales Representative, I would leverage my existing relationships within the industry, utilize account mapping to identify prospects, and conduct persistent follow-ups to revive stale leads. I would also engage in cold calling to reach out to targeted accounts and collaborate with partners to maximize lead generation efforts.

When managing multiple partner accounts as a Sr. Channel Sales Representative, I prioritize tasks by assessing the potential impact of each account on the overall sales performance. I create a structured plan that allows me to allocate my time effectively, ensuring that high-value accounts receive the attention they need while continuously nurturing all relationships.

In a previous sales role, I faced a challenge when a key partnership was at risk due to lack of engagement. I took the initiative to schedule regular check-ins, actively listened to their concerns, and developed a joint strategy that addressed their needs while promoting our services. This approach reignited their interest in collaboration, ultimately leading to successful outcomes.

I would utilize marketing events as a platform to build relationships with potential partners and customers. Prior to events, I would conduct account mapping to identify key targets, and after the event, I would follow up systematically with contacts to foster discussions and accelerate the sales process. This approach ensures that the engagement continues beyond the event itself.

Communication is vital in channel sales strategies as it helps to maintain transparent relationships with partners and customers. Regular updates ensure that everyone is aligned on goals and expectations, while proactive outreach fosters rapport. I believe that building strong communication channels can significantly enhance collaboration and sales success.

My approach to cold calling top accounts involves thorough research beforehand to tailor my pitch to their unique needs and pain points. Starting with a compelling introduction that establishes credibility, I focus on how Axonius can solve specific challenges they face, aiming to create a conversational tone that encourages engagement and dialogue.

Key metrics for measuring success as a Sr. Channel Sales Representative include the number of leads generated, conversion rates from leads to sales, partner engagement levels, and overall revenue growth. Assessing these metrics allows me to evaluate effectiveness, optimize my strategies, and meet company goals.

To handle a disengaged partner, I would first try to understand the underlying issues by having a candid conversation to discuss their concerns. Based on their feedback, I would offer support through additional training, resources, or strategic planning to help them re-engage and maximize their performance, demonstrating a commitment to their success.

Critical tools for a successful channel sales representative include Customer Relationship Management (CRM) software for tracking interactions, data analytics tools for insights into performance trends, and communication platforms that facilitate ongoing dialogue with partners. Using these technologies enhances efficiency and strengthens relationships.

I am particularly excited about the opportunity to work in a dynamic field like cybersecurity, where I can contribute to helping organizations protect their assets. The innovative solutions offered by Axonius empower customers to manage risk effectively, and being part of that mission as a channel sales representative allows me to engage in meaningful conversations and help shape the future of cybersecurity.