Red Canary

USA

Posted on: 16 February 2024

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Senior Channel Operations Analyst

Who We Are

Red Canary was founded to create a world where every organization can make its greatest impact without fear of cyber threats. We’re a cyber security company who protects, supports and empowers organizations to make better security decisions so they can focus on their mission without fear of cyber threats.

The combination of our market-defining technology and expertise prevents breaches every day and sets a new standard for partnership in the industry. We’re united in our commitment to customers and grounded in our values, which earned us a place on the Forbes Best Start-up Employers 2022 list. If our mission resonates with you, let’s talk.

What We Believe In

- Do what’s right for the customer

- Be kind and authentic

- Deliver great quality

- Be relentless

Challenges You Will Solve

We are looking for a channel partner-savvy, business-process-oriented and tech-focused individual to support our Channel team in our Go-To Market organization to help administer our partner program, streamline processes, implement and continuously improve our partner-focused technology infrastructure and assist senior leaders in the delivery of our Channel strategy. In this role your focus will be to improve key business processes, evolve our systems to support growth, enable data-driven decision making and enable our channel and alliance partners to be as efficient and effective as possible in their business dealings with Red Canary.

You will be joining a dynamic startup with established product/market fit, a strong customer base, and exponential growth. Through your persistence, determination, and creativity, you will help accomplish Red Canary’s mission to make security better for businesses of all sizes. You have a roll-up-your-sleeves mindset and are ready to harness your systems and channel operations experience within a high-growth, fast paced technology company. We can’t wait to learn from you.

What You'll Do

Execute on the channel and alliances strategy developed and led by the VP of Channel & Alliances

Lead sales operations for partner go-to-market motions with focus on the streamlining and ongoing management of partner sales processes and workflows

Establish a thorough understanding of all Red Canary processes that impact partners including - but not limited to - partner on-boarding, deal registration, end-customer onboarding, new product introductions, and pricing updates

Support enablement and pre-sales activities from a sales and product perspective, to “enable” channel and alliance partners to act as “Red Canary Advisors” front-end to open, develop, manage and close opportunities with new and existing customers

Manage the relationship with key strategic partners from an operational standpoint, triaging problems and fielding feedback on how to improve the current systems and processes

Facilitate communication directly with Red Canary Alliance (technology) Partners regarding product and pricing inquiries from Red Canary Sales Reps and with Channel (resell) Partners regarding their product and pricing inquiries related to Red Canary offerings

Work with Red Canary Deal Desk and Business Information Systems teams to ensure that Red Canary quote tool is complete and accurate related to Channel Partner offerings

Support and scale the referral fee, rebate and channel SPIFF processes from submission through payment

Build and generate reporting and dashboards within the Partner Portal for channel and alliance partners as well as internal reporting for Channel Sales Management and the Executive Team

Manage the channel sales pipeline and forecast activities for consistent reporting

What You'll Bring

5+ years of channel-focused operational experience within a SaaS Sales environment

Proven track record working with Channel and Alliance Partners in an indirect sales model, managing pipeline, sales forecasts, carrying and achieving new sales targets

Experience working as Point-of-Contact for internal and external coordination of specific programs and initiatives with channel partners

Strong working knowledge of Salesforce CRM and PRM solutions and other technologies used to enable channel partners and administer channel partner programs

Exemplary interpersonal and communication skills

Proven ability to operate within ambiguous situations and multiple constraints

Acute attention to detail, creative problem solving skills, customer-service attitude, unrelenting curiosity and a strong work ethic

An active team player who takes initiative to not just identify problems but proactively recommend and implement solutions

Target Compensation Range: $115,000 - $120,000

Application Deadline: February 26, 2023

Why Red Canary?

Red Canary is where people embody our mission to improve security outcomes for all. People work hard to maintain a culture that encourages authenticity in order to do your best work. Our people are driven and committed to finding the best security outcomes, delivering real and actionable answers, and being transparent along the way.

At Red Canary, we offer a very rich benefits program to our full-time team members so they can focus on their families and improving our customers’ security. For a full list of benefits, please review our Benefits Summary:

https://resource.redcanary.com/rs/003-YRU-314/images/RedCanary_2024BenefitsSummary.pdf?version=0

Individuals seeking employment at Red Canary are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.