Channel Account Manager- MSSP

Graylog: Empowering Threat Detection & Incident Response Solutions with Cutting-Edge Technology

 Graylog specialises in delivering top-notch Threat Detection & Incident Response (TDIR) solutions, backed by our latest addition, the Graylog API security platform. As a renowned centralised log management (CLM) and Security Information Event Management (SIEM) provider, we offer unparalleled fast and efficient log analysis capabilities in critical areas such as security, compliance, operations, and DevOps.

 Our enterprise solution enables organisations globally to capture, store, and analyse terabytes of machine data in near-real time while our open-source product has been deployed in more than 50,000 installations worldwide, empowering individuals and small teams to perform basic log consolidation, analysis, and search functions at no cost.

 We're a remote-friendly company with locations in Hamburg, Munich, London, Boulder, and headquarters in Houston, TX. If you live near an office and want to be part of said office great.  Nearish to an office and want to have the ability to hot desk? No problem, and if you're not near an office and wish to work remotely, all good!

 Several recent achievements for Graylog have been we were included in the 2021 Deloitte Technology Fast 500™, 2023 Gold Globee award for cyber security & DevOps, and most recently we took home two of the most prestigious cybersecurity awards in SIEM and DevSecOps from Cyber Defence Magazine at RSA this year.

Who we’re looking for;

 As a MSSP Channel Account Manager for Graylog, you will have the opportunity to join our thriving sales organisation in this newly created opportunity focusing our efforts with new and existing Managed Security Service Providers (MSSPs).

 As the MSSP Channel Account Manager, you will be responsible for developing and nurturing relationships with our MSSP partners to drive revenue growth, expand market reach, and ensure their success with our Graylog solutions.

 Your primary focus will be to identify opportunities, provide support, and collaborate closely with MSSPs to achieve mutual business objectives.

 The MSSP Channel Account Manager should be based in North America (ideally between CST- EST locations) and will report directly to VP of North America Sales.   

Additional responsibilities will include but are not limited to;

MSSP Partner Relationship Management

• Build and maintain strategic relationships with MSSP partners and become their primary point of contact.

• Understand the unique needs, goals, and challenges of each MSSP partner and tailor your engagement accordingly.

• Collaborate with partners to align business objectives and create join go-to-market strategies.

Revenue Growth

• Develop and execute sales and marketing plans with MSSP partners to drive revenue growth.

• Identify new opportunities within existing MSSP relationships and actively seek out new MSSP partners.

• Monitor partner performance and ensure they meet or exceed revenue targets.

Product and Solution Enablement

• Educate MSSP partners on Graylog’s products and solutions, ensuring they have a deep understanding of how our offerings can benefit their clients.

• Provide technical and sales training to partners and their teams to enhance their product knowledge and sales capabilities.

Sales Support

• Assist MSSP partners in pre-sales activities including solution architecture, proposal development, and product demonstrations.

• Work closely with our internal sales and technical teams to provide the necessary support to close deals and meet customer requirements.

Channel Program Development

• Collaborate with internal teams to develop and refine channel programs and incentives specific to MSSP partners.

• Continuously assess and improve partner program effectiveness and ROI.  

Market Intelligence and Reporting and Analysis

• Stay updated on industry trends, competitive landscape, and MSSP market developments.

• Share insights with internal teams to shape product and marketing strategies.

• Track and report on key performance metrics including revenue, partner engagement, and customer satisfaction.

• Utilize data-driven insights to optimize channel strategies and initiatives.

Little bit about you;

• 5+ years of successful track record in channel sales, with a focus on MSSPs in the cybersecurity or IT Software industry.

• Knowledge of security information and event management (SIEM) solutions would be advantageous.

• Clear and concise communication, presentation, and negotiation skills.

• Ability and willingness to work independently and as part of a cross-functional team.

• Ability to demonstrate experience and success in developing and executing successful channel strategies.

• Analytical mindset with the ability to use data to drive decision-making.

• Willingness to travel as needed to meet with partners and attend industry events.

Just some of the reasons why to join Graylog;

• Opportunity to work with a globally distributed and diverse team.

• Grow and develop professionally and personally in a fast-growing environment.

• Choice of latest equipment to help you succeed.

• Monthly allowance to support your commute costs and support outfitting your work-from-home environment.

Here at Graylog, you'll find a diverse group of experienced professionals who love to have fun while meeting the needs of our customers with the best solution and customer service available.

Our values;

Openness- As a global company, we encourage our people to bring their backgrounds, ideas, and perspectives to our collective work. We lead with integrity and are committed to doing what is best for the Graylog community.

Collaboration- Through mutual respect, trust, and candid communication across all teams, we deliver the best ideas and results.

Useful Innovation- We take calculated risks to find new ways to innovate. By continuously improving ourselves, processes, and technologies, we deliver the best solution for our customers.

Ownership- As owners, we take the initiative to solve internal and external problems while supporting peer success and holding ourselves accountable for delivering the best work. We do this from a place of high trust.

Do the Right Thing!- Comfort and safety come from knowing that everyone will do the right thing, even when nobody's looking.

For further information please submit an application and a member of the Graylog People Team will be in touch.