Senior Manager, Resale and SLED Partnerships (Remote)

Who We Are

Having surpassed $250M ARR and continuing to grow, AuditBoard is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: AuditBoard is top-rated on G2.com and Gartner Peer Insights.

At AuditBoard we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the sixth year in a row as ranked by Deloitte!

Why This Role is Exciting

AuditBoard’s Alliance/Partner organization has grown tremendously over the last 18 months. We are searching for a manager to respond to increased demand and momentum from resellers working with commercial and SLED accounts. The perfect individual is entrepreneurially minded, coachable, hard-working, and full of grit to help guide us into this new go-to-market approach. You'll be accelerating the pipeline and net new sales via resellers in a co-sell model where you are the key stakeholder in orchestrating the enablement of our sales team around best practices in operating with resellers.

Key Responsibilities 

• Manage all resale workflows including pass-through transactions, partner sourced (deal registered),  deals where we bring partners into the transaction, etc. 

• Achieve quarterly and annual revenue, pipeline, and/or partner acquisition targets by enabling current partners in partnership with our Alliance SEs and Partner Sales Managers.

• Develop a deep understanding of partners’ business strategy and build specific AuditBoard growth initiatives that align with partners’ business strategy.

• Where appropriate, coordinate efforts between our Partner Services leader and our Value Add Resellers to build service offerings around the AuditBoard software software.

• Collaborate with partners to develop measurable strategic goals and drive partner success against those goals.

• Orchestrate marketing and demand generation events with partners and our Partner Marketing team. 

• Increase partner-driven sales by creating a territory strategy with Regional Account Executives and Sales Leaders and designing and running activities such as Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecast, and solution definition and alignment.

• Serve as a primary AuditBoard point of contact for the executives at your assigned partner organizations.

• Support AuditBoard sales activities webcasts, roadshows, and contract negotiations.

• Work effectively across the AuditBoard organization to drive strategic partner initiatives and partner enablement; report results to key internal stakeholders, including Marketing, Sales, Product, and Executive teams.

Attributes for a Successful Candidate

• 3+ years of sales experience and channel track record of success, working with Resale Partners such as SHI, Guidepoint, Optiv, and others.

• Experience in State, Local, and Ed (SLED) sales and how to best utilize partners to drive clean and efficient deals for AuditBoard

• Have full working knowledge of the buying processes required by resellers, deal economics, and margin calculations.

• SaaS experience is a must versus solely working with resellers in a hardware or on-premise deployment capacity

• Ability to communicate to the AuditBoard sales organization and train our sales leaders on the value of resellers

• Familiar with Infosec Compliance channel partners and service providers

• Strong networking, business development, and influencing skills that translate into building commitment and driving actions across organizational boundaries.

• Experienced at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.

• Effective in a matrix environment, comfortable with environments lacking full definition, and willing to take calculated risks.

Perks*

• Launch a career at one of the fastest-growing SaaS companies in North America!

• Live your best life (LYBL)! $200/mo for anything that enhances your life

• Remote and hybrid work options, plus lunch in the Cerritos office

• Comprehensive employee health coverage (all locations)

• 401K with match (US) or pension with match (UK)

• Competitive compensation & bonus program

• Flexible Vacation (US exempt & CA) or 25 days (UK)

• Time off for your birthday & volunteering

• Employee resource groups

• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including: employee data, customer data, company financials, and proprietary product information.

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