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Channel Marketing Manager

Marketing | Tampa, FL | Full Time

Job Description


OPSWAT is looking for an experienced Channel Marketing Manager to help plan and manage marketing programs to support our global channel expansion plans. While most of the role will focus on channel marketing, the role will also include some field marketing support for our direct sales channel and operations support for the channel program (e.g., implementation and management of a PRM system). The position reports to the CMO with close alignment to the VP of Channel Sales. You will also work closely with corporate marketing, demand generation, and regional sales teams as well as other internal stakeholders (customer success, product management, etc.). The ideal candidate will have 5+ years of experience in channel/field marketing plus channel operations, focused on enterprise security and SaaS markets. 

What You Will Be Doing 

Channel Infrastructure / Operations 

  • Provide project management support for implementing a new PRM system in Q4 2020 

  • Provide ongoing support for the marketing modules of the PRM system 


Joint Marketing Programs 

  • Provide planning and program management support for joint marketing programs: 

  • Partner-led customer webinars 

  • Partner-led local customer events 

  • Co-branded sales tools (via the PRM)  

  • Create channel email/website/marketing/social media kits (for end-user demand generation) – train channel 

  • Sales tool, marketing kit, and website translation projects 


Channel Program Support 

  • Provide planning and program management support for the global channel program    

  • Plan and manage monthly partner webinar meetings  

  • Create and manage monthly newsletter 

  • Assist with planning / leading partner summits  

  • Assist with planning / managing channel training 

  • Manage / update channel pages on corporate website 

  • Manage / create channel program collateral  

  • Assist channel sales leaders in channel recruitment actions/initiatives  

  • Conduct regular program surveys and use feedback to drive improvements 


Channel Partner Support 

  • Provide planning and program management support for individual channel partners    

  • Be the primary Marketing POC for channel partners in the territory for all tactical/operational aspects 

  • Help develop thought leadership and a trusted advisory relationship with partners 

  • Assist partners in developing and executing marketing strategies and tactics to sell OPSWAT products, solutions, and services to exceed our sales quotas 

  • Review and provide feedback on channel partner marketing plans, aligned with our MDF Program 

  • Ensure Marketing portion of Partner Business Plans are executed and analyzed on a continuous basis (in close collaboration with OPSWAT Territory Sales Managers) 


What We Need From You 

  •  Bachelor’s degree or equivalent experience.
  • 5 years B2B Tech Channel Marketing and Operations, including Field Marketing – bonus points for security industry experience and / or enterprise sales experience  

  • Familiarity with cyber security products and operating systems, ability to comfortably articulate basic technology and value proposition to solution users as well as C-level executives 

  • Hands on experience with at least one PRM system 

  • Significant experience setting up and managing webinars and in-person events / workshops 

  • Experience setting up and managing email marketing and social media campaigns 

  • Experience building marketing plans with channel partners and managing an MDF program 

  • Professional proficiency in English and ideally at least one additional language – bonus points for additional languages 

  • Excellent time management skills, and ability to work with remote teams with a high level of autonomy  

  • Self-motivation with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and take pride exceeding sales goals 

  • Desire for constant collaboration and networking with channel partners and OPSWAT team in order to continuously help improve the program 

  • Passion to continuously monitor success of the channel marketing initiatives and implement new ideas to improve – this includes collecting feedback from partners, research industry best practices, etc. 

  • Ability to travel as necessary to your assigned channel partners and/or customers, and to company meetings 

  • Excellent speaking, writing, and presentation skills 

  • Excellent PowerPoint, Excel skills – Graphic Design skills a plus