VP of Channel Partnerships and GTM

4 weeks ago

Singapore Microcast Pte. Ltd. Full time

What if you can safeguard the future of all technologies

Today, most of the systems are connected, automated, and remotely monitored/controlled. Be it industrial or commercial, automation with connectivity has a huge impact on evolving sectors including Energy, Industry 4.0, HealthTech, Satellite, Defense/Military, 5G, and Smart cities. These are prone to cyberattacks due to various limitations in computation, bandwidth, and advances in Quantum computing.

MicroSec (www.usec.io) is a fast-growing Singapore-based company that has built an enterprise cybersecurity platform that protects against such attacks by facilitating mathematical and computationally optimized encryption algorithms supporting Post-Quantum Cryptography with Machine Learning. To protect from Zero-day attacks, the platform also enables a Machine-learning/AI-based Anomaly detection system that can run on the smallest microcontrollers to the largest supercomputers. An incredible team of various scientists and engineers from across the world have joined the incredible journey to build this technology. The team is looking for its next rockstar candidates to take the company to the next level and safeguard the future of those technologies that impact us all.

Who we are looking for

MicroSec (www.usec.io) is looking for a driven, passionate, and outgoing Cybersecurity VP of Channel Partnerships and GTM for its fast-growing IoT & OT Cybersecurity business. In this role you will be driving partner-generated pipeline revenue by leading joint go-to-market (GTM) activity with channel partners, the MicroSec sales team, as well as marketing.

This person should be naturally very curious, loves technology, has a Challenger mindset, and have deep experience with B2B technology enterprise/MNC companies. This person will set up distribution channels, develop channel partners, streamline top-of-funnel activities, engage on the ground, and oversee multiple GTM projects simultaneously. This person should have experience in developing and executing integrated, partner-led GTM strategies to unlock accelerated growth.

This person is NOT someone who expects to be spoon-fed, needs constant support, and is uncomfortable in acting independently. You bleed 'startup DNA', which means you're a hustler and you thrive in ambiguity but are talented in establishing order and structure. You also love getting your hands dirty, are meticulous in all things to the point it can be considered 'OCD', possess an extremely strong work ethic, and are self-motivated and self-directed. In the end, you are determined to own the outcome and let the results stand for themselves.

What you'll do

  • Identify, recruit, and partner closely with System Integrators, National Solution Providers, Service Providers, VAR, Distributors, and technology partners to drive incremental revenue and deliver successful outcomes for end customers.
  • Establish and implement a repeatable and scalable model for the delivery of our solutions via partners
  • Accelerate MicroSec Partners' business through business and technical enablement, developing partners' product and sales competency, and influencing their GTM and sales strategy to win new businesses together.
  • Streamline and optimize MicroSec's partner program and sales enablement, working together with sales and marketing to enhance commercial assets, value proposition, and areas for collaboration with partners.
  • Create engagement blueprints and templates for delivery plans, pricing, product guides, proposals, and commercial contracts
  • Demonstrate knowledge of the cyber landscape and use cases, to effectively position MicroSec solutions in terms of business outcomes and ROI
  • Organize and lead events, workshops, and other related activities in our target markets.
  • When and where possible, participate in relevant events with customers and partners
  • Manage lead flow from all partner & field marketing activities to ensure appropriate and timely sales follow-up
  • Work cross-functionally both within MicroSec, and externally with partners & the commercial team, to establish clear and compelling joint value propositions to advise campaign content and generate top-of-funnel opportunities
  • Sharing analytics with executive and technical champions, and regular cadence sessions
  • Own channel partnership metrics and reporting to MicroSec leadership
  • Act as a commercial authority to support account managers in managing opportunities
  • Generate new collaboration opportunities in other channels: grants, programs, challenges, etc.

Who you are

  • Ability to identify and pursue new business opportunities autonomously.
  • Strong stakeholder engagement and relationship-building skills. You can establish trust quickly, whether that be with customers, partners, peers, or team
  • Strong business skills and knowledge. Must have a deep understanding of typical enterprise technology business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Marketing, and Post-Sales Customer Success / Professional Services
  • You bring at least 5+ years of experience in B2B technology enterprise business development, sales, strategic alliances, or channel sales preferably at a fast-paced, high-growth cybersecurity, IoT, cloud services, or SaaS organisation and serving large MNC / Enterprise customers
  • Superb organizational skills and demonstrated history outlining and establishing channel programs and key initiatives
  • Able to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing.
  • Excellent written and verbal communication skills, including interacting with and presenting to senior leadership, externally and internally.
  • You have an interest in independently and proactively running multiple projects in a dynamic environment using superior project management skills
  • Superior analytical and problem-solving skills with a focus on attention to detail, pattern recognition, insight generation, and the ability to process information quickly to deliver against tight deadlines
  • Undergraduate degree in business, economics, entrepreneurship, or any other relevant field from an accredited university MBA preferred
  • Advanced skills in Microsoft Office: Excel, PowerPoint, and Word
  • Preference:
  1. Prior experience with cybersecurity products (e.g. PKI, Intrusion Detection systems, IAM, etc.) and/or history working in early-stage technology start-ups
  2. Domain experience in serving industrial enterprises, such as critical infrastructure, manufacturing, public sector, OEMs, etc.
  3. 2+ years selling cyber security solutions with a business-level technical background in networking, cyber, and cloud solutions
  4. 5+ years Experience with deep existing relationships across Global Service Integrators, Service Providers, Distributors, and/or VARs.
  5. 3-5 years experience working with Alliances partners with delivered profitable GTM success
  6. Language proficiency in Cantonese, Mandarin, Bahasa, and Thai is a plus

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