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Account Executive, Channel

London, UK

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Duo Security is a high growth, venture-backed security startup with offices in Ann Arbor, MI, Silicon Valley, Austin and London. We’re a rocket ship, and we’re looking for people who want to be astronauts. Founded in 2010 by renowned security experts Dug Song and Jon Oberheide, Duo Security is used by thousands of organizations every day to provide strong authentication security.

We are seeking a UK-based Managed Service Provider and Security Partner Manager that will be responsible for (1) selling Duo Security’s products into the managed & cloud service provider segment and (2) developing a small number of strategic security reseller partners in the UK. We need an experienced channel sales person with a consultative sales approach, a successful track record of growing both new business and expansion revenue with service providers and security partners. This person must demonstrate all the behaviors associated with a high performance sales culture, specifically managing a pipeline, delivering results against a quota, working across teams, and building productive partner relationships.

Responsibilities

  • Grow sales in the managed service provider segment
  • Build and develop strategic relationships with 2-3 security partners in the UK
  • Become a resident expert on Duo products and sell new / existing customers on our cloud-based software
  • Manage several MSP accounts with a one:many sales approach
  • Demonstrating and selling value to key stakeholders within the MSP accounts
  • Oversee the MSP business across the EMEA region, including assisting other AEs with MSP-specific deals
  • Building a territory plan to maximize revenue and partner satisfaction
  • Exceed activity, pipeline, and revenue goals on a quarterly basis
  • Develop and maintain a substantial pipeline of qualified opportunities, and consistently maintain an accurate forecast
  • Successfully negotiate win-win agreements based on value selling

Qualifications

  • Experience selling to Director, VP, and C-level executives
  • Experience managing and closing complex sales-cycles using solution selling techniques
  • Willingness to travel to partner sites and to attend events as needed (10-25% travel)
  • Skilled in virtual presentations, online web demos, remote sales processes
  • Proficiency using SalesForce.com
  • Able to build and maintain lasting relationships with partners and customers
  • Strong interpersonal skills, ability to convey and relate ideas to others
  • Vibrant and energetic attitude, willingness to perform and get things done
  • Committed to delivering outstanding customer and partner service and driving our partners’ and customers’ business success
  • Experience working in high growth Tech start up or incubation businesses of larger organizations

Requirements

  • University or college degree in Computer Science, Engineering, Business, or an acceptable combination of education and experience
  • 3+ years of successful Channel Sales experience within an Enterprise Software Company and/or preferably with a SaaS or Security company
  • 1+ years working with managed service providers
  • Consistent track record of success with $500k+ quota
  • Preferably located in London area - we are located in the heart of the city and vibrant tech scene
  • Excited? We can’t wait to hear from you!

 

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