渠道经理
Channel Manager
所有在JumpCloud®的职位均为远程办公，除非职位描述中另有说明。
关于JumpCloud®
JumpCloud®是一个由人工智能驱动的统一IT管理平台，旨在保护现代工作团队。通过整合身份、设备和访问管理，JumpCloud提供智能、安全的IT解决方案，从人类用户扩展到自主AI代理。我们帮助全球组织消除复杂性，将AI风险转化为优化优势，确保正确的人和代理始终能够安全地访问正确的资源。
JumpCloud是智能、安全的IT。
职位描述：
渠道合作伙伴在加速JumpCloud增长方面发挥着关键作用。目前JumpCloud正在快速增长，但目前主要依靠自身实现增长。通过与主要和战略行业合作伙伴建立合作关系，JumpCloud可以扩大在目标市场的影响力，并推动公司成为行业内的主要参与者。该职位位于英国，并向EMEA渠道销售经理汇报。
你将负责：
负责英国及爱尔兰（UK&I）和法国/比利时/荷兰（Fr/Benelux）地区的渠道合作伙伴关系日常管理
与现有和潜在渠道合作伙伴及其关键人员建立、维护和管理关系。
处理并引导来自合作伙伴的全部内部兴趣
生成新客户获取的销售渠道和策略
与跨职能团队合作开展活动，如信息传递、市场营销、培训、活动、网络研讨会和会议
与合作伙伴设计和执行市场进入计划，以达成或超越目标
将其他ISV合作伙伴纳入合作伙伴策略中
协助合作伙伴进行产品定位、销售策略和交易成交策略
管理JumpCloud团队与合作伙伴团队之间的交易注册冲突
确保合作伙伴遵守渠道合作伙伴计划和协议
与合作伙伴的高管团队进行季度业务回顾（QBR）
我们寻找：
4-6年在EMEA地区与渠道合作伙伴工作的经验，重点在英国及爱尔兰（UK&I）和法国/比利时/荷兰（Fr/Benelux）地区。
候选人必须具备英语和法语的高级专业流利水平。其他语言为加分项。
有成功建立产生收入的合作伙伴关系的经验，尤其是与经销商合作伙伴。
有从零开始建立合作伙伴关系的经验，而不仅仅是管理已有的关系。
有与合作伙伴开发和记录服务实践的经验。
了解安全或其他基础设施领域。
查看英文原文
All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.
About JumpCloud®
JumpCloud® is the AI-powered unified IT management platform designed to secure the modern workforce. By consolidating identity, device, and access management, JumpCloud provides intelligent, secure IT that scales from human users to autonomous AI agents. We help organizations around the globe eliminate complexity and turn AI risk into an optimized advantage, ensuring the right people and agents have secure access to the right resources at all times.
JumpCloud is Intelligent, Secure IT.
About the role:
Channel Partners play a critical role in accelerating the growth of JumpCloud. Today JumpCloud is growing quickly, but is realizing that growth all on its own. By forging partnerships with major and strategic industry players, JumpCloud can broaden its reach within our target market and propel the company to becoming a major player in its own right. This role will be based in the UK and reports to the Manager, EMEA Channel Sales.
What you’ll be doing:
Responsible for the day-to-day management of channel partners relationships in the Uk&I and Fr/Benelux territories
Build, maintain, and manage relationships with current and prospective channel partners, including key personnel.
Fielding and routing all inbound interest from partners
Generate pipeline & strategies for new customer acquisition
Work with cross-functional teams on activities such as; messaging, marketing, training, campaigns, webinars & events
Design & execute GTM plans with partners to achieve/exceed targets
Include other ISV partners in partnership strategy
Assist partners with product positioning, sales strategy, & deal closing strategies
Manage deal registration conflicts between JumpCloud teams and partner teams
Ensures partner compliance with Channel Partner programs and agreements
Conduct QBRs with Partner’s executive team
We’re looking for:
4-6 years of experience working with Channel Partners in the EMEA region, with a focus on UK&I and Fr/Benelux.
Candidates must speak English and French with Advanced Professional Fluency. Other languages a plus.
Proven success building revenue generating partnerships with reseller partners
Demonstrated experience building partnership(s) from the ground up, not just managing pre-existing relationships.
Experience developing and documenting service practices with partners.
Knowledgeable in security or other infrastructure Saas products.
Success in achieving/overachieving revenue & growth targets.
You share the JumpCloud values and work in accordance with those values
Preferred Qualifications:
Self-starter with the ability to work independently
Experience working with identity and access management solutions
Previously worked in a fast-paced hyper growth environment
Experience in a similar role
Bachelor's degree
Experience with Gong, Impartner, Salesforce and Apollo a plus.
#LI-MH1
Where you’ll be working/Location:
JumpCloud® is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.
This role is remote in the country of England. You must be located in and authorized to work in the England to be considered for this role.
Language:
JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.
Why JumpCloud®?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.
JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Scam Notice:
Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment.
All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at recruiting@jumpcloud.com with the subject line "Scam Notice"
#LI-Remote #BI-Remote