Technical Channel and Sales Manager Cybersecurity

Job Description

CYFIRMA is the fastest-growing cybersecurity start-up, delivering a complete near real-time view of external cyber threats and risks. We are an external threat landscape management platform company. We combine cyber intelligence with attack surface discovery and digital risk protection to deliver an early warning, personalized, contextual, outside-in, and multi-layered insights. Our cloud-based AI and ML-powered analytics platforms provide the hacker’s view with deep insights into the external cyber landscape, helping clients prepare for impending attacks. CYFIRMA is headquartered in Singapore and has offices in Japan, India, MEA, ANZ, the US, and the EU. Customers include governments and Fortune 500 companies across manufacturing, financial services, retail, industrial products, natural resources, and pharmaceutical industries. We are now seeking experienced and proven technical channel and sales leaders to take the company forward and start the build-out into the various markets. This is a self-starter role, and the successful candidate will define and execute appropriate sales strategies, business development, and sales enablement programs to maximize sales and profitability. Responsibilities The role of a Technical Channel and Sales Manager Cybersecurity will be responsible for developing and managing partnerships with distributors, resellers, managed service providers (MSPs), system integrators, and other channel partners to drive the sales and adoption of CYFIRMA's cybersecurity solutions Channel Strategy & Business Development: Develop and execute a channel sales strategy to expand market reach and revenue growth. Identify, recruit, and onboard new channel partners (VARs, MSPs, MSSPs, distributors). Define partner tiers, incentives, and performance metrics to drive engagement. Partner Relationship Management: Build and maintain strong relationships with key partners to ensure loyalty and collaboration. Conduct regular business reviews with partners to assess performance and growth opportunities. Resolve partner concerns and ensure smooth collaboration with internal teams (sales, marketing, support). Sales Enablement & Training: Provide partners with product training, sales collateral, and competitive positioning. Organize webinars, workshops, and certification programs to enhance partner expertise. Ensure partners are equipped to position and sell cybersecurity solutions effectively. Revenue Growth & Performance Tracking: Set and monitor sales targets for channel partners. Track pipeline, deal registrations, and revenue contributions from partners. Implement co-marketing initiatives (MDF, lead generation campaigns) to drive demand. Responsible for effectively articulating the value of CYFIRMA’s products and solutions. Ability to explain CYFIRMA’s product use cases, case studies, and integration into customers' cyber security posture management. Explain product features, articulate differentiators, and how it fits wider cyber posture management. Ability to explain external threat landscape, cyber threats, and risks. Achieve and exceed country sales quota. Create strong relationships with key client stakeholders at both senior and mid-management levels. Work closely with colleagues across BUs and functions to successfully close the deals within the agreed timeline. Understand the competitive landscape and market trends. Understand and effectively communicate the company’s value prop and technology. Establish sales objectives by forecasting and developing annual sales quotas for partners, countries, and territories. Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Build the sales function in the mid-term by recruiting, selecting, orienting, and training sales employees. Possess the ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture. Ability to identify and solve client issues strategically. Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams for both technical and non-technical audiences. Generate and maintain accurate Account and Opportunity plans. Work with internal teams on behalf of clients to ensure the highest level of customer service. Interface with the customer success team to resolve issues that directly impact customers. Manage and implement sales forecasting establishing high levels of quality, accuracy, and process consistency for the sales organization. Work collaboratively with marketing and delivery teams and foster a high-performance culture. Analyze pipeline and lead data, deliver periodic reporting providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Aged Leads, etc. Report on key KPIs related to the lead and sales cadence in order to implement a consistent closed loop between marketing and sales. Requirements Over 8-20 years of experience in the cybersecurity field. Technical background with knowledge of cyber defense, risk management, cyber intelligence, vulnerability management, attack surface management, and digital risk management. Proven success in channel and selling into specific markets. Established relationships with technology and cybersecurity solution buyers. Presentation skills with the ability to conduct product demonstrations independently. Ability to prepare proposals and quotations. Ability to manage multiple projects and work to tight deadlines. Proven success working in a fast-paced, high-growth environment. Keen business sense, with the ability to find creative business-oriented solutions to problems. Sales Leader skills & proficiencies: Presentation Skills Client Relationships Emphasizing Excellence Negotiation Prospecting Skills Creativity Sales Planning Independence If you have the skills and are passionate about cybersecurity, join our fast-growing team to build one of the world’s most advanced cyber-intelligence platforms. Send your details to HR@cyfirma.com today Show more Show less