About the role:

As a Channel Enablement Manager at Blancco, you will be responsible for driving Blancco's sales and pre-sales training and Enablement initiatives for Blancco's Global Partner ecosystem. This role reports directly to the Global Director of Enablement but works very closely with the Global Director of Channel and the Channel Account Managers around the globe.

The Channel Enablement Manager owns the development, implementation, and delivery of Sales Enablement and training programs globally, ensuring that Blancco's Partners are well-equipped with the content, training, knowledge of available resources, and core curriculum necessary to effectively position the value of and sell Blancco solutions. Additionally, this role will help develop effective on-boarding Enablement programs to accelerate Partners ramp to revenue.

The ideal candidate:

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  Demonstrates understanding of the strategic importance of partnership with Channel Partners, including Value-Added Resellers (VAR's), Original Equipment Manufacturers (OEM's), Distributors, Alliances, Global System Integrators (GSl's), Service Providers, and Federal System Integrators (FSl's).
• Deep understanding of and sensitivity to the Partners' complex organizational realities and relationships to accomplish Partner Program goals and addresses the challenges of Partner engagement.
• Self-starter with great communications and presentation skills and has a strong ability to understand the Sales process and work collaboratively with a variety of roles within Blancco and with Blancco's Partners globally.

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  Paints a compelling value proposition by presenting ideas in a well-prepared business case that clearly shows how they would meet Partner needs and provide benefits.
• Demonstrates a high degree of proficiency with productivity (e.g. Office 365), learning and development (e.g. Highspot, Camtasia), presentation (e.g. PowerPoint), content management (e.g. Highspot, SharePoint), and Partner relationship management (e.g. Allbound, Salesforce) tools.

Responsibilities:

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  Collaborate closely with the Global Channel team to align Enablement plans with the overall Partner program strategy and ensure Partners are field ready.

• Be the voice of the Partner within the Sales Enablement team so that Channel requirements /standards are included in all Sales and technical content so it can be used throughout the Channel as well as field sellers.
• Develop the internal sales education strategy, including designing, implementing, and driving the adoption of new processes and ways of engaging Partners.
• Inform and maintain the internal Channel Partner Program sales play.
• Work closely with Product Marketing to leverage persona messaging in Partner Enablement.
• Develop the Partner education strategy, including designing, implementing, and driving the adoption of processes and learning initiatives.
• Design and develop scalable on-boarding and on-going training plans to ensure Partners understand the value of Blancco and are equipped to position solutions and meet revenue objectives.
• Develop and manage Blancco's pre-sales and sales certification programs to support revenue growth across the entire Partner ecosystem.

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  Develop an on-demand curriculum to learn, certify, and sell Blancco solutions.
• Develop persona-based learning paths (sales/technical) focused on what Partners need to know, say, and do to represent Blancco.
• Facilitate quarterly instructor-led virtual workshops for the entire Partner network.
• Define metrics and goals for Partner certification programs, including gamification and testing elements.
• Develop training-in-a-box for individual organizations to supply Partners with content needed to run their Blancco Enablement session.
• Manage and execute the Partner Enablement sales training programs & success metrics to accelerate Partner-led Blancco sales and technical know-how.
• Administer the Partner Portal platform, including content , audits, analytics, incentives, and licenses.
• Ensure that Sales Enablement content and online training is easily and readily accessible at point of need.
• Maintain sell sheets, battle cards, and pitch decks (developed by Product Marketing and Channel team).

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  Manage the Partner incentive program, including engagement programs and budget.
• Ensure on-going tracking and management of training metrics to determine program effectiveness, lessons learned, and continuous recommendations for improvement.
• Research trends and share industry best practices on Sales Enablement tools and processes.
• Inform topics for Marketing webinars and campaigns.

Required qualifications & skills:

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  Extensive Channel Partner experience.
• Sold experience of Sales Enablement or learning & development experience.
• Experience with LMS, CMS, PRM, and CRM systems.
• Instructional design, both virtual and in-person.
• Strong understanding of the Channel environment including successful Channel strategies, Enablement, support, operations, and Sales processes.
• Proven experience with Enablement/training methodologies and best practices.
• Cross-functional leadership and global collaboration skills.
• Consistent and professional work ethic.
• Excellent verbal and written communication skills.
• Ability to multi-task, prioritize, manage time effectively, and work with a high degree of independence.
• Ensures the highest quality standards are met, internally and externally.
• Experience working with global Partners in a high-tech and/or Saas environment.

Benefits You’ll Love

If you join our team you will benefit from a competitive salary and benefits package, with flexible/remote working practices, and you will be working with talented colleagues who have a passion for industry leading technology. As an employer, we want to support your development in different ways; we provide our team members the latest tools and equipment to support work to be successful. In addition, we have a fun, collaborative and unpretentious environment where creativity is valued. We strive for diversity in our work teams and are committed to equal opportunity and providing an equitable workplace.

This role supports a global team and is remotely based in North America, with >10%travel required.

About Blancco
Blancco Technology Group (AIM: BL TG) is the de facto standard in data erasure and mobile device diagnostics. The Blancco Data Eraser solutions provide thousands of organizations with an absolute line of defense against costly security breaches and verification of regulatory compliance through a 100% tamper-proof audit trail. Our data erasure solutions have been tested, certified, approved, and recommended by 18 governing bodies worldwide. No other security firm can boast this level of compliance with the most rigorous requirements set by government agencies, legal authorities, and independent testing laboratories.
For more information, visit our website at www.blancco.com