VezaVE

Channel Business Manager

Veza is an identity security company that provides an authorization platform for data, enabling organizations to understand, manage, and control who can access what data in hybrid, multi-cloud environments.

Veza

Employee count: 51-200

United Kingdom only

Channel Business Manager

The Channel Business Manager will be responsible for the overall channel business joint GTM between strategic resellers and our field sales team. Focus will be on revenue growth, joint solution creation, mindshare, sales enablement and ecosystem connectivity to maximize market adoption. Partner connectivity with Bytes, CyberIAM, Dotnext, others.

About the Opportunity:

We’re looking for a Channel Manager to support the next phase of our growth. You'll work alongside colleagues who have helped shape the success of companies such as Google, Okta, AWS, VMware, and more.

This is a vital role within the Sales and GTM Organization to drive market adoption and scale. The Partner Business Manager will be responsible for developing and executing partnership strategies with key ecosystem partners inclusive of Bytes, CyberIAM, Dotnext, IC Consult, and other players in the market.

This role requires a deep understanding of security or identity and access management solutions, partner ecosystem development, and revenue growth through indirect sales channels.

We are building the next-generation data security platform for the multi-cloud era - will you join us?

You Will:

  • Serve as the primary point of contact for various channel partners and build champions and successful partner relationships.
  • Develop and maintain strategic business plans for each partner to drive mutual growth.
  • Build and maintain CxO relationships with senior executives of Partners
  • Create and execute partner enablement programs to ensure technical and sales readiness.
  • Monitor partner performance metrics and provide regular reporting on partnership health.
  • Identify and capitalize on new revenue opportunities within the partner ecosystem
  • Collaborate with partners to develop joint go-to-market strategies
  • Drive partner-sourced and partner-influenced pipeline growth
  • Facilitate deal registration and opportunity management processes
  • Conduct training sessions for partner sales teams on product offerings and value propositions
  • Support partners in complex sales cycles and technical discussions
  • Work closely with field sales organizations to maximize synergy and go to market success.
  • You will proactively work with the Veza Sales team and ensure that the Partners are engaged in activities. They will work closely with the Veza account teams and will advocate for partners within Veza.
  • Aligning with the Partner Engineering team to prepare a Veza Enablement Plan to build awareness/education and updates

You Have:

  • You will have 7+ years of industry experience with a majority in channel management.
  • You are effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption.
  • You have a measurable and substantiated track record in new business development and over achieving sales targets.
  • You can successfully grow partner revenue, pipeline development and increase
    deal registration volume and conversion rates
  • Experience in early stage companies, and ability to adapt quickly in high growth, fast-growing, and changing environments.
  • Strong understanding of security or identity and access management solutions
  • Excellent relationship management and negotiation abilities
  • Strategic thinking and business planning capabilities
  • Outstanding written and verbal communication skills
  • Project management and organizational expertise
  • Deep understanding of identity security landscape and market trends
  • Familiarity with identity governance, privileged access management, and authentication solutions
  • Knowledge of cloud security and zero trust architectures
  • Understanding of partner business models and channel economics
  • Previous experience in crafting, on boarding and developing complex partnerships and joint business plans.
  • Financial Modelling Skills for business case development and return on investment.
  • Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Veza Field Teams
  • Ability to travel ~50%

Preferred Qualifications:

  • Experience working with Bytes, CyberIAM, Dotnext, others.
  • Existing relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA and grow new relationships within their region

Our Culture

We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:

  • Ownership Mindset
  • Act with Integrity
  • Guardians of our Customers
  • Opinionated Humility
  • Build Trust, Earn Trust

At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package.

Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email [email protected]

About Veza

Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.

About the job

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Posted on

Job type

Full Time

Experience level

Manager

Location requirements

Hiring timezones

United Kingdom +/- 0 hours

About Veza

Learn more about Veza and their company culture.

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At Veza, we are spearheading a new era in identity security, driven by groundbreaking technology to address the complexities of modern data environments. Founded in early 2020 by Tarun Thakur, Maohua Lu, and Rob Whitcher, Veza was born from the realization that as the world's data rapidly transitioned to the cloud, a critical piece was missing: a clear understanding of 'who has access to what data'. This fundamental question, which many CIOs, CISOs, and CDOs struggled to answer, became our core mission. We are revolutionizing how organizations manage and control data access through our innovative Authorization Graph. This technology connects identities and their relationships to data across hybrid, multi-cloud enterprise systems, offering unprecedented visibility and control.

Veza's platform is engineered to empower organizations to adopt an identity-first approach to data security. We address critical business needs such as streamlining access governance, securing data lakes, managing cloud entitlements, and modernizing privileged access. Our vision is to enable organizations to confidently use and share their data safely. Through our advanced authorization metadata platform, we provide the tools for analysis, monitoring, and certification of end-to-end access. This allows enterprises to move beyond traditional, often inadequate, security measures and embrace a future where data access is intelligent, secure, and aligned with business velocity. We are committed to continuous innovation, helping enterprises like Blackstone, Wynn Resorts, and Expedia navigate the evolving landscape of cyber threats and ensure that the right individuals have the right access at the right time, thereby achieving true least privilege and de-risking potential breaches.

Employee benefits

Learn about the employee benefits and perks provided at Veza.

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Onsite gym

Veza has an onsite gym.

401(K)

Veza offers a 401(K) plan.

Paid holidays

Veza offers paid holidays.

Wellness days

Veza offers wellness days.

View Veza's employee benefits
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