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Regional Partner Development Manager - Northeast US



Sales & Business Development
Posted on Wednesday, May 22, 2024

Get ready to be the driving force behind Expel's partnership expansion in the North East! As our Regional Partner Development Manager, you'll be at the forefront of our global partner sales team, collaborating closely with the Director of Partner Development to ignite and champion relationships with VARS across your territory. Picture yourself as the architect of our partner success journey, identifying, recruiting, and guiding VARS through each phase with infectious enthusiasm and strategic finesse.

Your role isn't just about hitting sales quotas; it's about crafting dynamic success plans that empower our partners to thrive. From developing GTM strategies to driving sales plays, you'll be the mastermind behind each step of the journey. And hey, did we mention the rewarding compensation plan that awaits you? Get ready to dive into a role where every achievement is celebrated, and every landmark brings you closer to realizing your full potential. Join us at Expel, where partnership meets passion, and together, we'll pave the way for endless success!

What Expel can do for you

  • Be responsible for Reseller partner journey from recruitment to ongoing relationship management, ensuring success through training, enablement, and strategic planning
  • Guide partners through the Partner Success Journey to achieve co-selling & co-marketing success
  • Manage non-national Reseller partners in assigned territory, collaborating closely with Territory PSMs & Sellers
  • Coordinate partner-related activities and communication to meet quarterly goals, including Sales, Technical, and Process training delivery
  • Collaborate with Partner Marketing Team to improve market coverage through partner promotions
  • Inspire partners to exceed monthly goals through recognition and goal-setting, fostering a collaborative performance culture
  • Support field sales in identifying partner training needs and new partner opportunities during Territory Management & Planning Reviews
  • Facilitate strategic account planning sessions and maintain an ownership mentality to nurture enduring, mutually beneficial partnerships
  • Cultivate strong internal relationships to keep Sales and the wider team informed about partner progress and challenges

What you can do for Expel

  • Ability to effectively communicate Expel’s value proposition to VAR partners and understand their challenges and needs
  • Extensive knowledge of the managed security market, competitors, and customer challenges
  • Proficiency in engaging with partners to assess their willingness to engage in enablement activities
  • Comfortable collaborating with senior leadership on business plans and ensuring stakeholder accountability
  • Excellent presentation skills adaptable to diverse business and technical audiences
  • Familiarity with partner procurement processes and common deal-closing challenges
  • Understanding of various business functions like marketing, PR, and finance
  • Strong verbal and written communication skills for effective collaboration
  • Analytical prowess and adept problem-solving abilities

What you should bring with you

  • 10+ years of Business to Business sales experience, with at least 3 years in the Enterprise Security industry
  • Proficient in navigating the North American channel landscape, including VARs and Distributors, with experience in common partnership models (sell with, sell through, sell to)
  • Proven understanding of modern enterprise security products and familiarity with leading vendors in product categories like firewalls, endpoint detection and response, and SIEM
  • Capable of guiding partners through brief product demos using consumer-grade web application UIs to showcase Expel's offerings to customers
  • Proficiency in enterprise and sales efficiency technologies such as Google Suite, Office365, Slack, Zoom and Salesforce.
  • Knowledgeable about technology innovations and trends in medium to large enterprises
  • Expected business travel of approximately 50% annually
  • A Bachelor’s degree or a compelling story

Additional details

The targeted compensation range for this role is between: $235,000 USD and $265,000 USD OTE + equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

Our headquarters is in Herndon, Virginia, however our team is fully remote, and we have full support for remote interaction. We realize that while there is benefit to in-person interaction, good people don’t all live in Northern Virginia.

The regions we are hiring in are: Northeast US.

We're only hiring those authorized to work in the United States.

We're an Equal Opportunity Employer: You will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.


Salary Range
$152,750$172,250 USD