NA Channel Manager

ÜBER UTIMACO

Utimaco ist ein international tätiger Anbieter von professionellen IT-Sicherheitslösungen mit Sitz in Aachen. Seit 1983 entwickelt Utimaco Hardware Security Module und Compliance-Lösungen für Telekommunikationsanbieter im Bereich der Regulierung. In beiden Segmenten ist Utimaco ein weltweiter Marktführer. Dem Unternehmensziel, Menschen und Ideen zu schützen, haben sich über 200 Mitarbeiterinnen und Mitarbeiter verschrieben. Kunden und Partner von Utimaco schätzen die Zuverlässigkeit und die langfristige Investitionssicherheit der Utimaco-Sicherheitslösungen. Utimaco steht für anerkannte Produktqualität, Bedienerfreundlichkeit, exzellenten Support und ein marktgerechtes Angebot, hergestellt in Deutschland.

Zur Verstärkung unserer Corporate Unit suchen wir ab sofort am Standort Remote einen:   

NA Channel Manager

Deine Aufgaben:

About the Role: Channel Manager for our North American market. In this role you’ll play a critical role in driving revenue growth, managing client relationships, and supporting strategic partnerships across North America.  This role is external facing, enabling our channel partners (distributors and customer facing partners) to understand our services and solutions, to offer and quote our price list as part of their overall solution offerings and to expand our market share through strategic account mapping.   In this role you will work closely with and support the Utimaco Territory Account Managers aligned with our channels and channel order management (setting up calls, creating and revising quotes, and booking purchase orders).

Key Responsibilities:

  1. Channel Management (North America):
    • Identify, recruit, and manage channel partners across North America to drive indirect sales.
    • Build strong relationships with partners, ensuring alignment with company goals and targets.
    • Enable our channels through quarterly trainings to understand our solutions and services
    • Build quarterly business plans with clear go to market activities to drive revenue through our partners.  Provide quarterly reports against the business plan achievements.
    • Develop and implement strategies to expand the partner ecosystem, including onboarding, training, and supporting partners with resources.
    • Collaborate with partners on joint sales efforts, ensuring strong communication and support to meet business objectives.
    • Provide regular performance evaluations, feedback, and coaching to channel partners.
    • Ensure partner agreements / contracts are current and up to date to match Utimaco global channel sales program.
  2. Strategy and Reporting:
    • Define and execute channel strategies for North America, working closely with senior leadership.
    • Analyse market trends, competitor activities, and customer needs to adjust sales tactics and channel approaches accordingly.
    • Provide accurate forecasts and reports on sales and channel performance, ensuring alignment with business goals.
  3. TAM Channel Sales Support
    • Set up calls with channel partners at direction of TAMs for opportunities in their region requiring channel.
    • Manage the quoting process for the TAMs when partners are involved
    • Support closing activities with the TAMs and Presales team
    • Ensure PO’s meet Utimaco requirements and work with business operations to properly book orders, move to stage 5 and support TAM on delivery updates as needed.

 

Dein Profil:

Key Skills & Qualifications:

  • 3- 5 years of Channel build experience
  • Proven experience in sales account management, with a solid understanding of the North America market.
  • Previous experience in managing customer sales across North America,  especially through the channel.
  • Strong relationship-building skills, with a focus on customer satisfaction and long-term partnerships.
  • Excellent communication, negotiation, and presentation skills.
  • Results-oriented with a strong track record of meeting and exceeding sales targets.
  • Ability to work autonomously while collaborating with cross-functional teams.
  • Strong analytical and problem-solving skills, with an ability to interpret market data and trends.
  • Fluent in English
  • Experience with CRM systems (e.g., Salesforce) and other sales tools.

Wir bieten Dir:

We would love to have you as part of our amazing team!

We provide:

  • 99% Employer paid premium for Medical, Dental and Vision benefits with FSA and Dependent Care options
  • 401k Match with no vesting period
  • Work life balance including generous time off for personal time, holidays and service days 
  • Employee Assistance Program, Employer Paid Life Insurance, Short and Long Term Disability 
  • An open and friendly corporate culture characterized by constructive and collaborative interaction
  • A flexible working hours model that can be adapted to individual needs
  • Professional and personal development through targeted training opportunities
  • Our Core Values:
    Deliver Secure and reliable cybersecurity solutions
    Acquire Excellence through customer focus
    Innovate with passion
    Collaborate and be professional
    Be open and honest

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