What are the responsibilities and job description for the Channel Account Manager, SLED (National) position at Mandiant?
The objective of the SLED Channel Account Manager is to develop and grow Mandiant Revenue through its Solutions Partners who focus on the State, Local and Education markets by aligning their go-to-market sales motions with Mandiant’s and insuring they have the knowledge, capabilities, and tools to be successful. The SLED Channel Account Manager will be directly responsible for managing assigned Strategic Partners and indirect sales opportunities within an assigned SLED Territory as well as indirectly for the success of all Partners working with Mandiant.
We are seeking an experienced SLED Channel Sales Account Manager with a proven track record of building a successful SLED practice and a thorough understanding of the channel partner landscape in the SLED Market. Demonstration of the ability to successfully align with Field Sales Leadership is a plus. The primary focus will be to build and execute on a plan to drive incremental, partner-led revenue (New Business & Net New Logo’s), drive enablement training with new and existing partners (both sales & technical training) and foster a productive engagement model (internal & external) throughout the region. This individual must be able to thrive in a competitive and dynamic culture. The role will initially be for SLED National (East and West) and report directly to the Director, US Public Sector Channel Sales.
The ideal candidate will have a varied background, have an entrepreneurial spirit, and likes to build and innovate new strategic programs. Must be a self-starter and have a ‘start-up’ mentality; not afraid to run at a fast pace in a changing environment with a fun and collaborative team!
What You Will Do:
- Identify and manage strategic partners – responsible for overall growth, executive influence, and adoption of solutions
- Manage existing base of partners in assigned region - driving incremental revenue, developing solution competency, and enabling program compliance
- Direct the recruitment and engagement efforts of new partners as needed to support company initiatives and reach defined performance metrics
- Manage and be the primary point of contact for multiple aspects of SLED-specific Partner business including Contract strategy and capture
- Design, propose, implement, and execute enablement and promotional programs to drive sales success and awareness within region.
- Build and execute Territory plans for both assigned strategic partners and select emerging partners in region.
- Lead facilitator for communication between partners and Mandiant
- Conduct quarterly business reviews, both internally and externally.
- Drive product marketing, and demand generation activities with partners to accompany Mandiant products/solutions on partner’s website, seminars, and tradeshows
- Proactively communicate with Mandiant region staff on Channel pipeline and forecasts
- Monitor, assess and report on a continual basis, the security vendor competitive situation within the channel partners in the region.
- Represent Mandiant’s channel in region and evangelize our mission and purpose both internally and externally.
- Should be able to communicate clearly and concisely through all available means of communication.
- Daily objectives should include the following: Innovation, Customer Obsession, Sense of Urgency, Collaboration, and Community.
- Must have 5 years of Sales and/or Channel Sales experience working with SLED Partners at the local, regional, and national levels in the computer networking & security space.
- Ability to travel >50% of time (post-Covid-19)
- Outstanding Presentation, Written and Verbal Communication Skills.
- Strong understanding of the SLED Channel ecosystem – roles of VARs, National Solution Providers, System Integrators, and Distributors.
- Have proven, existing, and positive SLED relationships through the East and West region within this ecosystem of partners is a requirement.
- Have proven, existing, and positive relationships with strategic SLED Partners within this ecosystem of Cybersecurity is a requirement.
- Proven record of consistent over-achievement in quota-bearing roles.
- Proven track record of working effectively with Cross-functional teams, both internally and externally.
Additional Qualifications:
- Strong technical knowledge with a broad range of security and networking technologies.
- Experience selling consulting services a plus
- Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
- Ability to develop relationships and work extensively at the executive level.
- Provide accurate forecasting to Reporting Manager regularly (SalesForce.com).
- Ability to self-motivate and multi-task and work independently or within a team Success Factors.
- Strong leadership skills.
- Direct interaction with the Customers, Partners, Marketing, Peers and Mandiant’s Corporate team will comprise a major portion of this assignment.
Additional Information
At Mandiant we are committed to our #OneTeam approach combining diversity, collaboration, and excellence. All qualified applicants 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.
Minimum Salary: $125,000. Final salary will be determined commensurately with cost of living, experience level, and/or any other legally permissible considerations.
Incentive Compensation: Eligibility for annual bonus subject to individual and company performance; eligibility for award of Restricted Stock Units subject to eligibility requirements, approval from FireEye’s Compensation Committee, and vesting terms
Benefits: Employer subsidized benefits include Medical, Dental, Vision, Life, and Disability Insurance. Subject to eligibility requirements, FireEye also offers the ability to participate in 401(k), Flexible Spending Accounts, Health Savings Accounts, Dependent Care Spending Accounts, and Employee Stock Purchase Program. FireEye also provides Paid Time Off, Flexible Paid Sick Time, and Paid Holidays.
Disclosure as required by sb19-085 (8-5-20)