International Business Machines Corporation or IBM is an American multinational technology and consulting corporation headquartered in Armonk, New York, United States. IBM manufactures and sells computer hardware and software, and it offers infrastructure, hosting and consulting services in areas ranging from mainframe computers to nanotechnology. As of September 2011, IBM was the second-largest publicly traded technology company in the world by market capitalization.

Position: Q1 Labs Channel Sales Lead / Cross Industry
Work Location: Chicago, IL; Across Texas
Job Type: Full-time Regular

Job Description:
The Q1 Labs Channel Sales Lead will support multiple (5-7) sales teams in their assigned territory. The Channel Sales Lead is a strategic contributor to sales/marketing programs and the liaison within reseller base for Q1 Labs. Responsible for meeting assigned quota and may also be responsible for achievement against set of quarterly MBOs.

Key Responsibilities:

• Exceed quarterly and annual territory quota
• Manage all aspects of the VAR relationship -- Business planning, product and sales training, marketing events, demand generation
• Work closely with Territory Managers to grow revenue in each territory by focusing on National and Regional resellers
• Develop and Implement regional business plan with input from RSMs and SEs
• Recruit new partners in regions that are under leveraged that can maximize the revenue potential for Q1 Labs products
• Work closely with Strategic National VARs on a field level (Fishnet, Forsythe, Accuvant)
• Assist Mid-Market sales team by creating a base of partners that are self sufficient on deals under 750 users
• Create tools and assist in development of internal processes to enhance our current channel program
• Coordinate channel enablement activities, SE trainings with McAfee presales and inside SE organizations
• Possess in-depth knowledge of key competitors and demonstrate ability to articulate Q1 Labs’ advantageous position to end users and partners
• Weekly travel conducting partner calls in territory
• Manage Deal Registration, Non-Standard Pricing, Spiff Payments and Sales process

Additional Information:

• Hunter mentality – ability to get in front of partner executives and show the value of Q1 to their business
• Executive Level relationships with key partners in the region
• Understands the reseller business model and how Q1 Labs fits into that model
• Able to work in fast paced environment and adapt to change
• Team Player – able to work well with all functional groups within Q1 Labs

Required:

• Basic knowledge in the IT Security market
• At least 3 years experience in selling through the SW channel, with strong history of success
• At least 1 year experience in SW Channels programs, tools and resources
• Readiness to travel 50% travel annually
• English: Fluent

Preferred:

• Bachelor's Degree
• At least 6 months experience in working with Q1 Labs Strategic Partners
• At least 6 years experience in selling through the SW channel, with strong history of success
• Basic knowledge in Salesforce.com
• At least 3 years experience in SW Channels programs, tools and resources

Interested of this position? Just send your application by following the "Apply Online" link below.

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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