Senior channel manager job description

Our mission at Dragos is to protect the world's most critical infrastructure from adversaries who wish to do it harm. We help defend industrial organizations that provide us with the tenets of modern civilization: running water, functioning electricity, and safe industrial working environments.

We are practitioners who have lived through and solved real security challenges. Our team members have responded to incidents including the Ukraine 2015 power grid attack, analyzed the CRASHOVERRIDE malware responsible for the Ukraine 2016 electric grid attack, analyzed the TRISIS malware responsible for the petrochemical facility attack in 2017, built and led the National Security Agency mission to identify nation-states breaking into ICS, and performed assessments on hundreds of assets around the world.

The International Channel Leader will be responsible for enabling the Dragos partner ecosystem and coordinating Dragos' indirect sales activities outside of the US and Canada territories. The International Channel Leader will play a role in all the key aspects of the partner life cycle from partner acquisition, onboarding, and development to joint selling, marketing, and forecasting. The successful candidate will deliver customers and bookings in a very efficient manner by defining, enhancing, and localizing Dragos' routes to market with partners. The successful candidate will also work closely with the North America Channel leader to achieve scale with Dragos Alliance partners that will span both North America and the rest of the world.

ResponsibilitiesLead a strong program to effectively manage all aspects of the partner life cycle Actively target, recruit, and onboard the right types of partners into the Dragos ecosystem Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value Build and maintain executive relationships with assigned partners Train and enable partner Account Executives, Sales Engineers, and professional services/consulting staff on an ongoing basis Drive and facilitate engagement of partner and Dragos sales teams in the field Develop and drive joint marketing activities with select partners Purposefully build and effectively manage a strong pipeline of end-user opportunities resulting from our partnerships Be an ambassador and represent Dragos at relevant events, public speaking opportunities, and other customers/partner forums as required Capture and communicate market intelligence, what partners are doing well, and partner feedback Perform other duties as assigned Conduct interviews, make hiring decisions, provide salary recommendations, monitor and assign work, coach, mentor, and develop employees Develop work plans and conduct performance evaluations.

RequirementsProven success working in channel programs and operational positions focused on cyber security solutions Excellent communication and highly developed social skills with a strong ability to work in collaboration across the organization The ability to create and design programs from the ground up and evaluate the technology and tools needed to bring them to life Advanced go to market and planning skills in addition to advanced writing and presentation abilities Experience developing and implementing joint go to market plans Track record of successful channel sales pipeline management and results Strong business acumen and technical knowledge to succinctly align customer/partner needs with Dragos' capabilities

CompensationOTE: 180,000 GBPCompensation: Salary + Equity + BenefitsEquity is communicated in USD and to minimize confusion, this will be discussed on the first call with the Dragos recruiter. Employees receive equity options that start vesting on their first day and will have an opportunity to earn additional equity.

Dragos is the Industrial Cybersecurity expert on a relentless mission to safeguard civilization. In a world of rising cybersecurity threats, Dragos protects the most critical infrastructure - those that provide us with the tenets of modern civilization - from increasingly capable adversaries who wish to do it harm. Devoted to codifying and sharing our in-depth industry knowledge of ICS/OT systems, Dragos arms industrial defenders around the world with the knowledge and tools to protect their systems as effectively and efficiently as possible. Founded by world-class industrial intelligence experts, Dragos has the industry's largest team of ICS/OT practitioners who have been on the front lines of the world's most significant industrial cyber-attacks.

Diversity, Equity, and Inclusion are core values at Dragos, and we are passionate about building and sustaining an inclusive and equitable working environment for all. We know that every member of our team enriches our diversity by exposing us to a broad range of ways to understand and engage with the world, identify challenges, and discover, design, and deliver solutions. Not only does a Diversity, Equity, and Inclusion focus enrich our environment and teams, but it is also critical to our success as we defend against adversaries all over the world. The broad range of ideas, experiences, and perspectives is critical to our success.

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.
#LI-MD1 #LI-REMOTE

We are PepsiCo Sales. We are game changers, mountain movers and history makers. We are a diverse group, spread among 200 countries and united by a shared set of values and goals.

That's why we Perform with Purpose. Together, we blaze new trails, succeed, celebrate and never settle for second best. At PepsiCo, we're committed to performing well as individuals and in teams, to strengthen the company as a whole.

Are you hungry to be a part of the World's largest portfolio of billion dollar food and beverage brands? Then now is the time to explore the Possibilities of PepsiCo.

Pepsi Beverages Company (PBC) is PepsiCo's beverage manufacturing, sales and distribution operating unit in the United States and Canada. This position will be of the North America Beverage organization.
Responsibilities

We are PepsiCo Sales. We are game changers, mountain movers and history makers. We are a diverse group, spread among 200 countries and united by a shared set of values and goals.

That's why we Perform with Purpose. Together, we blaze new trails, succeed, celebrate and never settle for second best. At PepsiCo, we're committed to performing well as individuals and in teams, to strengthen the company as a whole.

Are you hungry to be a part of the World's largest portfolio of billion dollar food and beverage brands? Then now is the time to explore the Possibilities of PepsiCo.

Pepsi Beverages Company (PBC) is PepsiCo's beverage manufacturing, sales and distribution operating unit in the United States and Canada. This position will be of the North America Beverage organization.

Qualifications

* Bachelor's degree strongly preferred, MBA a plus

* Food Service or consumer packaged goods experience

* Solid leadership and interpersonal skills required

* Demonstrated analytical and math skills

* Demonstrated computer proficiency: Microsoft suite

* Strong communication and presentation skills

* Must be willing and able to lift 40 lbs. periodically

* The position is limited to persons with indefinite right to work in the United States

Note : Covid-19 vaccination may be a condition of employment dependent on role and location. For specific information, please discuss role requirements with the recruiter.

EEO Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.

PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity

If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents. View PepsiCo EEO Policy.

Please view our Pay Transparency Statement

Are you a tech visionary who wants to play a critical role in the next wave of tech innovation? At Deloitte, you will guide the strategic direction, operations, and maintenance for Robotic Process Automation products and/or solutions. Lead and oversee all RPA projects for a product suite. Manage all design, development and QA aspects of the Agile SDLC for multiple RPA projects. Directs, evaluates and monitors the progress of product/project delivery and facilitates discussions with various departments around business objectives, functionality, architecture, and product development. Researches new and emerging market trends to evaluate the direction and longevity of product in the market. Monitor compliance to standardize procedures and best practices and creates new policies and processes as needed. Perform a combination of professional and management duties over work staff. May serve internal or external clients.
Work you'll do

As a Channel Leader, you will be tasked to manage the day to day decision making involved in project/product portfolios. You will also be responsible for:

+ Leads the design, development and delivery aspects of a product(s). Partners with business and technical leaders to deliver, maintain, support enterprise wide business solutions.

+ Interfaces with customers, technology account executives, and product development leadership resources to provide channel technology strategy and bring innovation to the business by developing technology strategy. Guides discussions with the business to understand and analyze their technology and application needs and objectives. Partners with architects to ensure that technical design, unit testing, deployment, and implementation requirements are properly completed and documented. Works with teams to ensure that the business needs are clearly understood and the technology implemented meets the needs and expectations of the business

+ Manages the Product Innovation Leads to ensure that product roadmaps are developed and executed in line with the established strategy. Monitors and prepare development product work plans, budget, and schedules. May directly manage the budget and project timeline. Also, may engage leadership in the budgeting and planning process and provide leadership with status updates and potential issues.

+ Manages all delivery activities of the RPA product suites, aligning the technical capabilities of the team with the business needs, as well as synchronizing releases to fit the business demands.

+ Supports the RPA Channel model in all aspects of the product suite, including planning, roadmap, staffing/sizing, sequencing and prioritization.

+ Facilitates, through the RPA Channel model, client expectations and relationships with the business customers, timely resolving all issues, escalations, risks and conflicts.

+ Manages all financial aspects for all new application development and support projects executed within the portfolio.

+ Coaches and mentors all team resources helping grow the next generation of leadership pipeline. Sets goals, performance metrics to measure team and individual performance to help develop our people.

+ Serves as a subject matter expert in resolving complex issues. Participates in and may support the creation of practice communities to develop channel expertise.

+ Oversees and conducts research on competitive products both internally and externally; Understands business and industry direction to determine and provide advice on product roadmaps.

+ Monitors compliance with standards, procedures, and methodologies in the development life cycle are followed. Develops and implements new tools, policies, and procedures as required.

+ Develops strategic planning forecasts, growth projections, performance improvement estimates, cost avoidance metrics, etc. as they relate to strategic objectives. Works with the business leadership and Product Owners to analyze the cost / benefit / risk of a proposal.

+ Manages relationship with outside vendors.

The Team

Information Technology Services (ITS) helps power Deloitte's success. ITS drives Deloitte, which serves many of the world's largest, most respected organizations. We develop and deploy cutting-edge internal and go-to-market solutions that help Deloitte operate effectively and lead in the market. Our reputation is built on a tradition of delivering with excellence.

The ~2,500 professionals in ITS deliver services including:

+ Security, risk & compliance

+ Technology support

+ Infrastructure

+ Applications

+ Relationship management

+ Strategy

+ Deployment

+ PMO

+ Financials

+ Communications

Deloitte Application Studios (DAS) Deloitte Application Studios (DAS) is the internal software and applications development team responsible for delivering leading-edge technologies to Deloitte professionals. Their broad portfolio includes web and mobile productivity tools that empower our people to log expenses, enter timesheets, book travel and more, anywhere, anytime. DAS enables our client service professionals through a comprehensive suite of applications across the business lines. In addition to application delivery, DAS offers full-scale design services, a robust mobile portfolio, cutting-edge analytics, and innovative custom development.

Qualifications

Required:

+ Bachelor's degree in Computer Science or Business Administration, or relevant educational or professional experience

+ Minimum of 10+ years of in-depth experience in SDLC, solutions design, and delivery of enterprise level solutions with an understanding of key technologies in the following areas dependent upon product suite alignment with a Technology stack e.g. UIPath, Automation Anywhere, Blue Prism, Microsoft, SAP, OpenText, Mobile, BI/Analytics.

+ Minimum of 2+ years of people/process management experience.

+ Deep skills in financial management, customer management, product innovation life cycle management, delivery management and performance management (people development, team enablement, coaching).

+ Experience working with business application owners and development teams to document and clarify business and user requirements and manage scope of defined features and functions during project lifecycle.

+ Ability to travel 10%, on average, based on the work you do and the clients and industries/sectors you serve.

Preferred Qualifications

+ Ability to adjust communications to both technical and non-technical audiences.

+ Experience managing Agile/Scrum projects a plus.

Limited immigration sponsorship may be available.

For individuals assigned and/or hired to work in Colorado or Nevada, Deloitte is required by law to include a reasonable estimate of the compensation range for this role. This compensation range is specific to the State of Colorado and the State of Nevada and takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $115,030 to $211,850.

You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

#EA_ExpHire

#EA_ITS_ExpHire

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.