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Director, Channel Marketing
Location: Remote-USA, Contract
<div class="content-intro"><p>Axis Security is pioneering a game-changing approach to Zero Trust Network Access. Axis Security’s Application Access Cloud makes application access amazingly simple. Built on a zero-trust approach, users are securely connected to apps, while avoiding the need for VPNs, VDI’s, agents, or appliances. </p> <p> </p></div><p>Axis is committed to the channel and proud to be doing 100% of our business through channel partners. We are looking for a high energy Director of Channel Marketing to help develop our partner program, nurture our channel relationships and grow our business. This role is essential to developing successful relationships with our partners, influencing awareness, building pipeline, and revenue. Deliverables include marketing plans and programs, content and collateral, sales enablement, customer-facing activities, digital assets, lead generation programs, and field events.</p> <ul> <li>Is the channel model and helping partners win in your DNA?</li> <li>Have channel partners celebrated your contribution to their business?</li> <li>Do you enjoy creating programs, content and tools that help partners win together?</li> <li>Do you consider channel partners to be our extended sales force?</li> </ul> <p>If you said yes to these, then let’s talk!</p> <p>This is a unique opportunity to play a critical role in creating a world-class partner program for one of the hottest companies in the cyber-security industry. The ideal candidate is a bridge-builder, a marketer who can overcome challenges and deliver winning joint marketing programs and is a skilled writer and content creator. You will have managed a complex partner marketing function based in the United States, as well as scaling globally. Prior experience onboarding and operating both a partner portal and a Market Development Funds (MDF) program are valued. The role reports to the CMO, location is flexible, preferred location, Bay Area, California.</p> <p><strong>KEY RESPONSIBILITIES</strong></p> <ul> <li>Developing the Axis Partner program, including new levels and certification commitments, as appropriate, to drive expansion of the channel network. Tracking performance against commitments to ensure integrity of program and communicating over/under performance to channel sales team</li> <li>Responsible for setting the channel marketing strategy globally for the Axis partner ecosystem including, managed security service providers (MSSPs), VARs/resellers, and alliance partners.</li> <li>Working with partners and across Axis teams to create global and local demand generation programs to drive new opportunities into the pipeline including events, direct mail, webinars, call out campaigns, digital, email and social media campaigns, and incentives.</li> <li>Optimizing partner communications and the partner experience through the development of and responsibility for Axis’ partner portal, including lead allocation, and deal registration.</li> <li>Managing the end-to-end market development funds (MDF) process including proposal management, review, acceptance/rejection and proof of performance.</li> <li>Develop partner-specific collateral including case studies, collateral and sales enablement tools.</li> <li>Manage the channel marketing budget, tracking spending, measuring ROI and contribution to pipeline.</li> <li>Collaborate with sales to understand priorities, then aligns strategic marketing programs to support sales objectives.</li> <li>Assisting channel sales team in delivering onboarding of new partners and partner training materials for upcoming product launches or releases.</li> <li>Working with channel sales to develop materials and programs to help recruit new channel partners into the program.</li> <li>Analyzing program results and make recommendations for future improvements.</li> </ul> <p><strong>EXPERIENCE & QUALIFICATIONS</strong></p> <ul> <li>7+ years of B2B marketing experience in a field, channel, demand-generation role, in a cyber security company.</li> <li>Proven abilities to think strategically while driving operational excellence, and influence cross-functionally to drive results</li> <li>Experience building partner awareness and demand generation programs</li> <li>Ability to motivate, mobilize, and influence team members to accomplish shared goals</li> <li>Deep understanding of generating pipeline through channel partners</li> <li>Experience implementing and managing a partner portal and MDF programs</li> <li>Excellent marketing strategy and communication skills</li> <li>International channel marketing experience</li> <li>Results-oriented, metrics-driven track record</li> <li>Hands-on experience in Salesforce.com, Marketo, with the ability to track campaigns, leads, and pull reporting</li> <li>Hands-on experience with managing events and working trade shows, with a deep understanding of event planning from strategy to execution.</li> <li>Not afraid to roll up your sleeves to work on what needs to get done – list uploads, creative projects, data cleaning etc.</li> <li>Proven ability to write persuasively with strong editing and proofreading skills.</li> <li>A track record thriving in an entrepreneurial and self-starting environment leveraging your creativity, insight, and intellect. Must have a sense of humor.</li> <li>Experience with CRM solutions, salesforce.com preferred</li> <li>Strong organization and time management skills with excellent verbal and written skills.</li> <li>Detail-oriented and analytical with an ability to thrive in a high growth startup</li> <li>BA/BS degree required</li> <li>Eventually some travel required</li> </ul> <p> </p><div class="content-conclusion"><div> </div> <div>All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.</div></div>Back to All Positions