In this key role, you will play an instrumental role in developing our GSI strategy, rolling-supported by our global programs, you will play an instrumental role to our Enterprise Business by delivering A-class sales service of security solutions with a focus on Global System Integrators Globally.

By offering high-performance security solutions, we will help Partners servicing Customers in a better and smarter way, bringing innovative solutions that will represent new revenue streams for them.

As a GSI Business Developer, you work in close relationship with our A-Class Sales Team, you will be working in a joint effort with WALLIX’s supporting functions like Marketing, Sales peers and Technical departments to best leverage WALLIX security technologies to deliver innovative, compelling and cost-effective Security offerings and drive your achievement.

The ideal candidate will have a proven track record of GSI Development, Partner Success, and a strong appetite for challenge.

The position is based in France, UK or Germany reporting to the Global Channel Director. The selected person will play an instrumental role role in driving new and expansion revenue, service delivery, customer results, and market expansion by building an ecosystem Global System Integrators that deliver massive value to the final customers and to the company.

Responsibilities

• Recruit GSIs Globally;

• Manage directly GSI Relationships;

• Might Manage indirectly other partners within the Territory;

• Be responsible and accountable for the targets within the territory;

• Participate directly in the sales cycle to support GSIs in their consultative selling motion;

• Leverages Partner Program & MSP Partner program to maximize partner / customer impact and revenue performance;

• Works closely with the GSIs to drive WALLIX Sales growth within the Enterprise Segment;

• Lead effective collaboration of “deal tactics” between WALLIX sales, and their GSI counterparts at new customers/new projects to drive new logos & positively influence revenue;

• Actively target, recruit and onboard new GSIs partners into the WALLIX ecosystem;

• Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value;

• Coordinate sales and technical training;

• Contributes to Partner Marketing Execution, driving Marketing activities with selected Partners;

• Ensures partners have necessary training and technologies to demonstrate the Wallix’s value proposition to prospects;

• Capture and communicate market intelligence within the territory, what partners are doing well, and partner feedback on a regular basis.

This list of responsibilities is not exhaustive, as we welcome feedback on ways to improve how we do business and keep evolving !

• 7+ proven track record working and developing a GSI ecosystem

• Excellent Global Network within at least 3 GSIs organisations

• >10 years of experience in a Sales/Channel Sales

• Proven track record of sales quota achievement

• Pipeline management & Forecasting

• Passionate about Cybersecurity and helping others solving their Cyber-challenges

• Excellent communication and presentation skills with the ability to present to a variety of external audiences

• Self-starter with Strong organisational skills and highly organized.

• Full English Proficiency, French or German can be a plus.

1st interview with Channel Director & HR
2nd interview with CRO & HR