National Partner Manager, Velocity Sales

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What Expel is looking for in applicants

At Expel, we believe if we take care of our employees, they will look after our customers, and the rest will work itself out. It’s as simple as that. We have built a great place to work based on transparency, where people love what they do, and work gets appreciated. A place where our partners rave about their Expel counterparts. Where they speak of trust, openness, respect, and integrity. We want our partners to enjoy promoting our product and feel good about how they get treated during every interaction with us.

That’s where you come in. Do you think of partners as "your" customers? You bet! You care about their problems, cure their ills, and when you change jobs they’ll always meet with you. Maybe they have a fit for your thing, maybe they don’t, but there's an implicit trust and you'll get 30 minutes to see if there’s a "there", there. Because of that relationship, your partners introduce you to new people. Relationships like this form over years, and it happens because that’s the only way you’ll do business.

Asking questions and being a trusted resource is core to your business. You’re a calm voice in the night on a rocky trail, working with partners to stay away from the steep drops. Partners walk with you because they know you only represent products they can stand behind, you bring aspirin for the headache their customers have. We know that no matter how good a product is, someone must guide the process — and you excel at this.

Information security is a tangled, congested market with confusing, overlapping messages and often unclear value propositions. “Market-leading, best-of-breed, next-gen Threat-tron 9000 with a live pew-pew map finds the badness, OMG be afraid!” That's all fear-mongering nonsense, and that is not how you do business.

Did you nod your head a few times while reading this? If so, we'd love to hear from you. You're our kind of partner manager.

What Expel can do for you

  • Surprise you with our willingness to creatively support your efforts, whether that's teaching you about security, investing in new technology, creating opportunities for you to do more of what you love or encouraging you to go to conferences.
  • We provide an opportunity to create a new channel ecosystem for a service offering that is modern and makes our channel partners look great.
  • We offer you people and a company who want to deliver an outstanding solution, and to reach the right customers we need to have strong partnerships. We're all in it together.
  • Work where you get to be the guide on national channel partner programs, supported by a team of proven builders. Have something you’ve always wanted to try? Let’s get creative together.
  • We provide a simple compensation plan that pays you well for meeting your objectives and includes a strong accelerator when you overachieve.

What you can do for Expel

  • Identify, recruit, sign, enable and empower phenomenal national partners to fuel our velocity sales team.
  • Deeply understand the mission of our partner program and assist with building it out with a focus on large, national reseller partners. Understand what Expel does and how it maps to our partners' business.
  • Handle day-to-day interactions with national partners, broadcast partner strategy appropriately, and ensure engagement across regions.
  • Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, and how can we be better.
  • Build and drive our channel sales and partner go-to-market programs with a customer comes first mentality
  • Lead operational processes, metrics, and reporting to manage sales pipeline and productivity
  • Act as an educator and coach to your partners
  • Outstanding interpersonal skills, combined with diplomacy and tact, with the strength of conviction to sell concepts and ensure strategic alignment across the marketing, sales, and support teams
  • Collaborate with marketing on partner communications and “marketing to and through” partners including newsletters, social media platforms, communities, and events

What you should bring

  • Lots of creativity, passion, and problem solving towards helping partners.
  • A strong understanding of information security -- technologies, products and services; direct experience with managed security is helpful.
  • Experience working in a fast-growing, “scale up” environment.
  • Appreciation for your clients and their challenges.
  • An ability to talk to both business and technical team members about what we sell - you don’t have to be an engineer, but do need to understand what we offer.
  • A Bachelor’s degree or a compelling story and 6+ years of professional experience, with at least 3 in enterprise partnerships.
  • Relationships with decision makers at CDW, SHI, WWT, Insight, ePlus, Presidio are a plus

Additional notes

The targeted compensation range for this role is between: $290,000 USD and $310,000 USD OTE + equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

Our headquarters is in Herndon, Virginia, however our team is fully remote, and we have full support for remote interaction. We realize that while there is benefit to in-person interaction, good people don’t all live in Northern Virginia.

We're only hiring those authorized to work in the United States.

At Expel, we ask our crew to provide their COVID-19 vaccination status because it’s helpful to understand this data at a company level and we expect that customers, partners, and conferences will start asking us to attest to the vaccination status of our people.

We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.


Want some tips on how to get an interview at Expel?

What is Expel looking for?
If this role looks interesting to you, a great first step is to understand what excites you about the team, product or mission. Take your time thinking about this and then tell the team! Get in touch and communicate that passion.
What are interviews for National Partner Manager like?
Interview processes vary by company, role and team. The best plan is to see what others have experienced and then plan accordingly.
How to land an interview at National Partner Manager?
A great first step is organizing your path to an offer. Check out Kiter for tools to get started!