Veza Technologies, Inc.

Compensation

Full Description

Core Responsibilities (What You Will Do) The Channel Business Manager will serve as the primary revenue and pipeline accelerator for the assigned region by leveraging and cultivating key Strategic Reseller Partners. This is a hands-on, ground-floor opportunity requiring a high degree of proactivity and operational execution. Driving Go-to-Market (GTM) Success & Execution: • Develop and execute joint go-to-market strategies with key partners to maximize synergy and market adoption. • Collaborate closely with the Veza Field Sales team to ensure partner engagement and maximize overall GTM success. • Drive practical execution by managing the entire deal cycle: This CBM will be assigned to opportunities and must actively manage deal registration validation, pipeline progression, and tight alignment between the partner and the Veza Account Executive. • Focus on pipeline creation: Go beyond relationship management to drive tangible results, moving relationships from partnership to execution and creation of pipeline. • Support partners in complex sales cycles, technical discussions, and competitive scenarios. Building Partner Capability & Mindshare: • Serve as the primary liaison for partners, focusing on developing strong working relationships and mindshare across all levels. • Develop and maintain strategic business plans for each partner to guide mutual growth and measurable outcomes. • Mandatory Partner Enablement: Execute high-volume enablement programs by conducting Events, Seminars, and Sales Workshops to ensure sales and technical readiness. • Align with the Partner Engineering team to ensure technical awareness, education, and updates via a formal Enablement Plan. • Regional Focus: Directly target and develop partners in the Central Region, which includes Canada. Required Professional Experience (What You Have) The successful candidate must have a clear track record of accelerating sales through indirect channels and a tolerance for the "startup grind." Channel Sales Success & Startup DNA: • 7+ years of security industry experience with a majority in channel management, utilizing partners and alliances to amplify market presence and drive adoption. • A measurable and substantiated track record in new business development and over-achieving sales targets. • Proven success in growing partner revenue, pipeline development, and increasing deal registration volume and conversion rates. • Previous experience in crafting, onboarding, and developing complex partnerships and joint business plans. • Early-Stage Experience: Experience in early-stage, high-growth companies (pre- or post-Series A/B) and the ability to adapt quickly to evolving strategy, operational ambiguity, and framework building. • Ability to travel significantly (up to 75% at times) for partner meetings, events, and field alignment. Security & Business Acumen: • Deep and proven expertise in Identity Security and IAM solutions (e.g., identity governance, privileged access management, cloud security, and zero trust architectures). This experience is critical for a fast ramp-up and familiarity with the boutique partner ecosystem. • Strong understanding of partner business models and channel economics. • Existing relationships with key channel stakeholders and decision-makers within the Central Region (e.g., GuidePoint Security, WWT, Ahead, Optiv, Trace 3). • Proficiency in Financial Modeling Skills for business case development and return on investment analysis. The compensation for this role depends on several factors such as the candidate's skills, qualifications, experience, and work location. For candidates offered a position at the posted job level, the provided range is the expected base salary. This does not include any additional variable compensation, such as commission. Compensation Disclosure $140,000-$160,000 USD Our Culture We're driven to build a strong company culture and are looking for individuals with solid alignment with the following: • Ownership Mindset • Act with Integrity • Guardians of our Customers • Opinionated Humility • Build Trust, Earn Trust At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package. Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email recruiting@veza.com About Veza Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.