• Software Channel Development Manager

    Location CA-ON-Remote | CA-ON-Woodbridge
    Job ID
    SW Outside Sales
    Position Type
    Regular Full-Time
  • Overview

    There's more to enterprise security than defending perimeters. We believe that an IT security strategy aligned to the needs of business is essential to future growth and innovation. Our solutions help customers protect their whole enterprise, inside and out, efficiently and proactively; comply with internal governance policies and external regulations & enable the adoption of new applications and technology. We help customers create and maintain a strong security foundation with interconnected solutions that span the enterprise. From the endpoint to the data center to the cloud, One Identity solutions mitigate risk and reduce complexity so companies can move their business forward.


    We currently have a Channel Development Manager role open on our growing sales team to work with partners/clients in the Canada.  The Channel Development Manager for the Canadian partner sales team is a high-impact position and a key member of the One Identity sales team. The individual chosen for this role will be responsible for building and strengthening partnerships with key business partners, expanding their sales of One Identity’s award-winning Identity and Access Management software, enabling their Program competencies, and making them successful as a One Identity partner. Additionally, they will facilitate proactive sales collaboration between their partners and the direct sales team. Role is remote based in the Ontario, Canada with heavy travel to partner sites.


    • Manage a portfolio of named business partners with an established One Identity IAM practice. Create and maintain strong business relationships with assigned business partners at all levels within the partner including executive, sales, marketing, and operations
    • Develop strong relationships with direct sales team and provide them with insight into partnering strategies and best practices as well as partner capabilities
    • Drive partner alignment with One Identity’s sales and business strategy through proactive communications on key One Identity initiatives such as products updates, program changes, pricing changes new product launches, key events, etc.
    • Support business partner sales activity and ensure alignment with direct sales team and coordinate the involvement of appropriate resources including pre-sales, support, professional service, product management and management resources
    • Provide Channel Program Management leadership for the launch of One Identity’s newest solution, Safeguard.
    • Plan and execute annual business plan with top partners
    • Ensure partners are participating in enablement activities and trained and certified on One Identity’s IAM portfolio of products
    • Recruit and on board new high potential partners
    • Expert in policies and structure of One Identity Partner Circle business partner Program
    • Work with channel marketing team to create and execute demand creation programs with business partners
    • Provide partner sales management with regular sales reports (forecasting and pipeline), as well as competitive updates, channel trends and competitive strategies to ensure One Identity maintains a competitive position with business partners
    • Meet assigned sales targets
    • Professionally manage escalations and channel conflict between business partners and One Identity by fostering excellent communication and adherence to rules of engagement
    • Establish business partner profiles (partner “one-pagers”)
    • Communicate and promote business partner success through internal and external marketing communications



    • 8+ years of relevant sales, inside sales, business development and/or partner management
    • Strong sales skills
    • Experience in the IAM industry
    • Strong presentation skills (internally and externally)
    • Skills in MS Excel, Word, PowerPoint and related business applications
    • Excellent time management skills
    • Self-starter, able to exceed in role with a minimum of oversight and day-to-day direction
    • Skillfully negotiates with others (internally) to achieve desired results and meet partner’s needs
    • Ability to balance the need for immediate sales activity with the needs to build long-term successful and sustainable partnerships
    • Canadian travel – as needed, up to 50%


    • Strong and demonstrated written and verbal communications skills.
    • Experience managing and closing complex sales-cycles
    • Understanding of One Identity 's Sales Methodology
    • Understanding of One Identity’s internal systems for quoting, support, etc
    • Knowledge of One Identity’s Identity Management products.

    Company Description

    One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure in order to help fuel innovation and drive their businesses forward. With a rapidly expanding global team, we intend to continue to grow revenues and add value to customers.


    When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.


    Why work with us?

    -        Life at One Identity means collaborating with dedicated professionals with a passion for technology.

    -        When we see something that could be improved, we get to work inventing the solution.

    -        Our people demonstrate our winning culture through positive and meaningful relationships.

    -        We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

    -        Our team members’ health and wellness is our priority as well as rewarding them for their hard work.


    One Identity/Quest is committed to fostering an inclusive, accessible environment, where all employees and customers feel valued, respected and supported. We are dedicated to building a workforce that reflects the diversity of our customers and communities in which we live and serve, and creating an environment where every employee has the opportunity to reach her/his potential. We welcome applications from: women, Aboriginal persons, persons with disabilities, ethnic minorities, visible minorities, and others who may contribute to diversification.


    As part of our commitment to accessibility for all persons with disabilities, One Identity/Quest will, upon the request of the applicant, provide accommodation during the recruitment process to ensure equal access to applicants with disabilities. If you are selected for an interview and you need accommodation, please contact your recruiter.


    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed

    Connect With Us!

    Not ready to apply? Connect with us for general consideration.