Partner Account Manager

About Dubex

Dubex is one of Denmark’s leading business specialists on cybersecurity, delivering and supporting security solutions on more than 500 locations around the world. For nearly 25 years, Dubex has helped private companies and public institutions in managing risks, adapting to change, and enabling growth.

Dubex culture

The company culture is based on the founder’s passion and curiosity for technology and cybersecurity. Their technical expertise and knowledge are great part of Dubex’ professional image and encourages everyone to live out their inner geek as an expression for true enthusiasm. To thrive, it is therefore central to bring a genuine professional interest for the subject, technical or not, as it is often the reason for people coming together and making a difference in their work.

Sales team

In Sales and Marketing, you will be part of a growing team consisting of Security Service Advisors, Account Managers, Business Developers and Marketing professionals. You will, among other, work together with Marketing in developing and driving partner sales promoting activities. You will join a team of mixed seniority and competences, where all bring a ‘can-do’ attitude to work and to solve challenges together.

The manager

You will refer to Chief of Sales and Marketing, Christian Jul Jensen, who joined Dubex in 2022. He has a strong commercial background and cybersecurity experience from both consultant and director positions. Christian brings a ‘down to earth’ approach to the role as manager and will ensure the necessary support and motivation in his team for them to do their best.

The position

As Partner Account Manager in Dubex, you will contribute to the company’s success by building strong and trustful relationships with new and existing partners. Your will be responsible for managing, onboarding and identifying high-valued partners, ensuring continuous satisfaction and closing of potential business opportunities.

You will manage an existing partner portfolio of large-scaled companies within telecom and cybersecurity, where you bring an understanding of their line of business and technical environment. With your technical in-depth knowledge of Dubex’ cybersecurity services and insights into latest market trends, you will act as a close advisor and be supporting partners at customer meetings to close deals, and in various training activities, to leverage sales. Furthermore, you will be working together with partners on developing new concepts and defining the right activities to generate a business pipeline e.g., campaigns, webinars and events for customers.

You will furthermore have the important task of developing Dubex’ channel business in collaboration with the Chief of Sales and Marketing, where you help identify and approach new partner prospects and closing contracts.

In general, your success will come from your passion for sales, high drive, and your strong presence towards partners, where you demonstrate an ability to build interpersonal relations with partner stakeholders across organizational levels. It is also expected that you spend 3-4 days a week at partners offices.

In other words, you will as Partner Account Manager, get to play a key role in the future growth coming from Dubex’ partner business and an opportunity to join a market-leading cybersecurity company on an exciting growth path.

Primary responsibilities

• Managing partner relations, ensuring satisfaction and consistent sustainable growth through:
  
  
  • In-depth information and customer-presentations on Dubex’ cybersecurity services
    
    
  • Drive sales promoting activities to generate pipeline.
    
    
  • Collecting partner feedback, analysing market and competition
    
    
  
  
• Onboarding of new partners, addressing partner skill gap to provide necessary support and guidance
  
  
• Identify and close new strategic business partners, where you build and execute successful go-to-market plans
  
  

Professional qualifications

• 5+ years of professional experience with partner/channel sales within cybersecurity, having the ability to sell complex solutions to a wide range of partners
  
  
• Experience building, managing and leveraging key partner relationships
  
  
• Ability to understand, articulate and discuss technical security topics
  
  
• Experience closing high-value contract negotiations
  
  
• Knowledge of IT security standards and frameworks
  
  
• Oral and written proficiency in both Danish and English
  
  

Following is nice to have:

• Experience with selling MDR services

• Understanding of legislative demands and compliance requirements related to cybersecurity

Personal competencies

Strategic and executive.You have the combination of being a thinker, planner, and doer. You think long-term and holistic with your strategic mindset and can transform strategy into operational action plans.

Ambitious and result oriented.You demonstrate a true winning mentality and strive to exceed your goals and expectations. You do not give up despite difficulties or opposition and your ambitious attitude inspires others in the chase for results.

Outgoing and good at making relations. With your credible and trustful approach to others, you find it natural and easy to build deep interpersonal and trustful relations that you are good at maintaining.

Structured and systematic. You work systematically and able to organize your work in an efficient way that enables you to juggle between multiple tasks on a daily basis.

Communication. You know how to navigate and engage with stakeholders on all functional level in relevant (technical) discussions, facilitating a common understanding and commitment. You are good articulating how the different solutions have a positive impact on customers’ business. You demonstrate excellent presentation skills with ability to convince and influence at all levels.

Collaboration and team player. Although you function independently, you believe that the best results are delivered in a collaboration. You are determined to solve problems together and show empathy towards your co-workers. You respect people differences and enable actions that help people in their daily work.