Channel Director
Remote
Full Time
RKON
Senior Manager/Supervisor
About us: RKON is an ISO27001 and AICPA SOC 2 Type II certified company that specializes in providing IT migration and transformation services for the Mergers and Acquisitions market. RKON was recently recognized as one of the 100 best places to work in IT, highlighting our competitive advantage of empowering thought leaders and providing cutting-edge solutions for the fast-paced industry of private equity. RKON is looking for ambitious professionals to join our award-winning team. We have a proven track record for finding and developing top talent with people that believe they can achieve something greater. We also pride ourselves on fostering an environment where initiative, creative thinking, and collaboration are encouraged and rewarded—a key reason for the extraordinary level of service we deliver to our customers.
RKON does not accept unsolicited resumes from staffing agencies, search firms or any third parties.
About the position: By fostering strong partnerships and executing joint go-to-market strategies, RKON integrates the best technologies to drive innovation and growth for both our clients and partners. If you're passionate about building and managing strategic alliances in a fast-growing cybersecurity environment, RKON is the ideal place to make an impact. The ability to travel up to 25% is required. You must have a track record of building a channel program from the ground up for a managed service provider or similar technology services firm.
Responsibilities Include:
Partner Relationship Management & Joint Go-To-Market (GTM) Strategy Development
Technical and Professional Expertise
Strategic Partnership Management
Compensation
RKON does not accept unsolicited resumes from staffing agencies, search firms or any third parties.
About the position: By fostering strong partnerships and executing joint go-to-market strategies, RKON integrates the best technologies to drive innovation and growth for both our clients and partners. If you're passionate about building and managing strategic alliances in a fast-growing cybersecurity environment, RKON is the ideal place to make an impact. The ability to travel up to 25% is required. You must have a track record of building a channel program from the ground up for a managed service provider or similar technology services firm.
Responsibilities Include:
Partner Relationship Management & Joint Go-To-Market (GTM) Strategy Development
- Develop and manage strong, strategic relationships with technology and channel partners across various partner tiers, including strategic, emerging, and tactical partnerships.
- Serve as the primary liaison between RKON and its partners, ensuring open communication, collaboration, and alignment of objectives.
- Regularly engage with partner teams to align goals, share insights, and drive opportunities for co-selling and cross-selling initiatives.
- Collaborate with partners to co-develop and execute joint go-to-market strategies that align RKON’s managed services with partner technologies, enhancing value for both parties.
- Lead co-branded marketing efforts, such as webinars, case studies, and joint events, to promote combined solutions from both RKON and partners.
- Integrate partner products into RKON’s service offerings and develop bundled solutions that target key customer needs.
- Train internal teams on partner technologies and products, ensuring they understand the value propositions and how they integrate with RKON’s managed services.
- Equip the sales team with tools, resources, and certifications necessary to effectively position and sell partner solutions.
- Facilitate joint training sessions between partner and RKON teams to enhance collaboration and improve co-selling efficiency.
- Define and manage partner tiers (Strategic, Emerging, Tactical) to ensure resource allocation is aligned with RKON’s strategic goals.
- Develop partner incentive programs and joint promotions to drive engagement and align partner KPIs with RKON’s business objectives.
- Conduct quarterly business reviews (QBRs) with partners to assess progress, refine strategies, and explore new opportunities for growth.
- Track joint sales opportunities with technology and channel partners, ensuring visibility into partner-influenced revenue and pipeline metrics.
- Manage partner revenue forecasting and ensure the partnership efforts are driving consistent growth.
- Address and resolve any challenges that could impede successful partnership engagements.
- Identify opportunities to cross-sell and upsell partner solutions within RKON’s existing customer base, leveraging both RKON’s services and partner technologies.
- Work closely with the sales team to introduce complementary solutions that enhance overall client value and satisfaction.
- Support the development of bundled service packages that combine RKON’s services with partner technologies, offering a comprehensive solution to clients.
- Lead negotiations with technology and channel partners on agreements, pricing structures, and discount models for RKON clients.
- Ensure that all partnerships are designed for long-term mutual success and structured for scalability.
- Stay informed about market trends, competitor partnerships, and industry shifts to ensure RKON’s partnerships maintain a competitive edge.
- Leverage insights from the competitive landscape to refine partner strategies and continuously improve RKON’s offerings.
Technical and Professional Expertise
Strategic Partnership Management
- Proven experience in building and managing relationships with both technology and channel partners (e.g. Microsoft and cybersecurity technologies).
- Ability to align partner objectives with RKON’s business strategy to create successful, revenue-generating collaborations.
- In-depth understanding of cybersecurity, cloud solutions, and other partner technologies, and their integration into managed services.
- Ability to clearly communicate technical details and product benefits to both technical and non-technical stakeholders.
- Strong ability to identify and develop revenue-generating opportunities through effective partnership and channel programs.
- Experience negotiating partner agreements, pricing structures, and joint go-to-market strategies.
- Excellent interpersonal and communication skills for effective coordination between technology partners, channel partners, and internal teams.
- Strong presentation skills, with the ability to represent RKON in joint customer engagements, partner events, and training sessions.
- Strong organizational skills to manage multiple partnerships and execute joint initiatives effectively and on time.
- Proficiency in pipeline management, reporting, and partner performance tracking.
- Experience in co-developing and executing marketing campaigns that promote joint solutions with partners.
- Ability to create partner-focused content, including case studies, webinars, and joint offers, that highlight the value of the partnership.
Compensation
- Base Salary: $150,000
- On-Target Earnings (OTE): $200,000 (including commissions and performance-based bonuses tied to revenue achievement)
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