• As a TSD (Technology Solutions Distributor) Channel Manager, you will play a critical role in managing and expanding our partnerships with technology solutions distributors and their selling partners. • You act as an individual contributor, responsible for developing and executing channel strategies, driving revenue growth, and fostering strong relationships with distributors and partners. • Your role is pivotal in ensuring our products and solutions are effectively promoted and sold through channel partners. • Develop and implement a comprehensive channel strategy to achieve sales targets and business growth. • Identify and recruit new TSD subagent partners to expand the channel network. • Collaborate with internal teams to align channel strategies with overall business goals. • Build and maintain strong relationships with TSD sub-agent partners to foster loyalty and drive mutual success. • Drive sales through TSD sub-agent partners by developing and executing joint business plans. • Monitor and analyze sales performance metrics to identify opportunities for growth. • Prepare regular reports on channel performance, including sales trends, pipeline status, and partner feedback.

• Lead, coach, and manage a team of appointment setters in a remote environment. • Actively handle inbound leads for approximately 50–60% of your time. • Monitor and improve key KPIs such as response time, booking rate, and show rate. • Provide real-time feedback, training, and performance coaching to the team. • Co-own CRM workflows, automations, and lead routing logic. • Ensure consistent follow-up cadences across all inbound channels. • Prepare and share performance reports and insights with the client. • Act as the main bridge between the frontline team and client leadership. • Uphold a high standard of responsiveness, professionalism, and patient experience.

• Define and execute the global GSI partner sales strategy aligned to company growth objectives • Build executive-level relationships across priority GSIs, including alliance leaders, practice heads, and regional sales leadership • Develop and establish clear value propositions and joint solutions that position identity security as foundational to digital transformation, cloud, zero trust, and compliance initiatives • Drive GSI sourced and influenced pipeline and revenue achieving aggressive growth targets • Drive consistent, scalable co-sell motions with field sales teams • Forecast partner-driven pipeline and revenue with accuracy and rigor • Collaborate with partner programs, marketing, and product teams to enable GSIs with training, certifications, sales assets, and repeatable offerings • Ensure partners can independently position, sell, and deliver the company’s identity security platform at scale • Drive the creation of joint offerings, reference architectures, and packaged solutions • Serve as the executive liaison between GSIs and internal stakeholders including sales, product management, customer success, and marketing • Ensure partner strategy is fully integrated into field sales execution and account planning • Influence product roadmap based on partner and customer feedback • Build and lead a high-performing global GSI partner sales organization setting clear goals, KPIs, and accountability for partner sales leaders and managers • Mentor and develop talent with a focus on execution excellence and long-term scalability

• Directly sells enterprise security software solutions across the breadth of the company’s products and drives incremental revenue with new customers, primarily through flexible and scalable licensing models. • This field sales role has primary accountability for the planning, prospecting, qualification, and closing of revenue on new business accounts. • Additionally, this role develops the post close relationship within newly won accounts during the first twelve months by partnering with internal stakeholders who are accountable for onboarding, accelerated adoption, expansion, and drawdown of flexible licensing models. • Incumbents effectively collaborate with other teams, including Account Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners.