THE SPONSOR:
Bloom Equity Partners is leveraging decades of investing and operating experience to rapidly unlock transformational growth and deliver superior returns to our investment partners and management teams. Investing exclusively in lower-middle market technology, software and tech-enabled business service companies, Bloom drives enduring market value by partnering closely with founders and management teams, injecting capital to unlock growth and providing operational resources and expertise to enable meaningful step-change to the business.
THE COMPANY:
GRC Solutions is a renowned cyber security and privacy consultancy committed to delivering exceptional governance risk and compliance solutions to our customers. Our mission is to help safeguard digital environments and ensure data privacy compliance through comprehensive and innovative solutions.
GRC Channel Sales Executives are proactive and self-motivated individuals who excel in partner ecosystem development, channel enablement, and indirect revenue growth. As a Channel Sales Executive, you will play a pivotal role in driving business growth through strategic partner relationships. In this role, you'll identify, recruit, and enable channel partners (including MSPs, MSSPs, VARs, system integrators, and consulting firms), develop co-selling relationships, and drive pipeline generation through the partner ecosystem while strategically positioning the full range of GRC Solutions products and services.
ESSENTIAL RESPONSIBILITIES AND DUTIES:
Partner Ecosystem Development
· Identify, recruit, and onboard new channel partners aligned with GRC's strategic target markets
· Develop and execute partner business plans with clear revenue goals and joint go-to-market strategies
· Build and maintain a robust partner pipeline across multiple partner tiers and types
Partner Enablement & Relationship Management
· Enable partners to effectively position and sell GRC Solutions through training, sales tools, and ongoing support
· Become the trusted advisor to your partner network, conducting regular business reviews and performance discussions
· Develop and maintain relationships with partner sales teams, leadership, and key decision makers through telephone, email, virtual meetings, and in-person engagement
· Create partner-specific value propositions and sales plays that align GRC solutions with partner capabilities
Co-Selling & Pipeline Management
· Work collaboratively with partners to identify, qualify, and close opportunities in accordance with agreed criteria and exceed target expectations
· Engage in co-selling activities including joint prospecting, deal support, and closing assistance
· Maintain a complete, accurate, up-to-date partner and opportunity pipeline using GRC's CRM and partner portal systems
· Manage deal registration process and partner conflict resolution
· Personal forecasting across direct-touch and partner-sourced pipeline
Through-Partner Marketing & Demand Generation
· Collaborate with marketing to execute through-partner campaigns, webinars, and events
· Support partners with marketing collateral, co-branded materials, case studies, and campaign assets
· Enable partners to generate their own demand through marketing development funds (MDF) and co-marketing initiatives
Sales Support & Execution
· Provide partners with supporting materials including quotes, proposals, PPT presentations, partner portals access, and promotional offers
· Assist partners with bid responses and tender processes
· Prepare Professional Services agreements and partner contracts
· Register leads, route to appropriate partners, and orchestrate scoping calls with GRC consultants where necessary
Market Intelligence & Strategy
· Become an expert in the GRC product value proposition, competitive positioning, and services portfolio
· Provide partner, customer, and market feedback to support the Group's channel strategy
· Develop and maintain understanding of partner ecosystems, end-customer needs, and competitors operating in the same markets
· Identify whitespace opportunities within partner territories and capabilities
· Professionally and passionately represent the GRC brand, vision, and values at all times
QUALIFICATIONS:
What You Must Have:
Essential Skills and Experience
· Previous experience in channel sales, partner management, or indirect sales models
· Proven track record of recruiting, enabling, and growing revenue through channel partners
· Experience managing partner relationships including MSPs, MSSPs, VARs, consultancies, or system integrators
· Able to articulate complex product benefits through partners and train partner sales teams on value propositions
· Understanding of channel economics including partner margins, deal registration, and tiering structures
· A highly driven individual possessing initiative and willingness 'to go that extra mile', goal-oriented with a sense of urgency
· Bottom-line oriented, budget-conscious, and metric/measurement driven with proven track record of meeting and exceeding channel revenue targets
· Excellent interpersonal, written and spoken communication skills with ability to influence partner organizations
· Experience in opportunity qualification, objection handling, and co-selling motions
· Strong collaboration skills working with internal teams (sales, marketing, consulting) to support partner success
· Possess the highest level of integrity; be coachable and a team player
· Proficient in MS Office products (Excel, Word, MS Outlook, MS PowerPoint)
· Experience with partner portals, CRM software, and partner relationship management (PRM) systems
· Attention to detail in partner agreements, deal registration, and pipeline tracking
· Knowledge of the cyber security and data privacy compliance markets
· Use of CRM system (preferably Salesforce) and PRM tools
· Use of sales cadences and engagement platforms (preferably Salesloft or Outreach)
Desirable Skills and Experience
· Experience with channel partner programs, tiering structures, and partner incentive models
· Knowledge of partner enablement platforms and certification programs
· Experience preparing Professional Services Agreements, partner agreements, and basic contract knowledge
· Understanding of through-partner marketing and MDF (Marketing Development Funds) administration
· Experience with partner QBRs (Quarterly Business Reviews) and joint business planning
· Background in consultative or solution-based selling through partners
Personal Competencies
· Excellent partner engagement, enablement, and negotiation skills
· Exceptional interpersonal and relationship management skills across diverse partner types
· Organizational skills, especially prioritization across multiple partner relationships
· Excellent verbal and written communication skills with ability to influence partner organizations
· Numerate with strong analytical skills for partner performance metrics
· Ability to absorb and retain new knowledge and information; translate complex concepts for partner audiences
· Ability to work independently while orchestrating cross-functional partner support
· Excellent relationship builder at all organizational levels within partner and internal teams
· Confident, consultative, and outgoing with executive presence
· Strategic planning and organizing capabilities
· Creative problem solver who can navigate partner challenges and objections
· Tenacity and resilience in partner development cycles
· Ambitious and driven with desire to exceed expectations and build scalable partner ecosystems
· Collaborative mindset with "partner-first" orientation
Disclaimer: This Job Description indicates the general nature and level of work expected of the incumbent(s). It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent(s) may be asked to perform other duties in addition to those described above.
