Channel Account Manager

Our partner is seeking a Channel Account Manager in New York, NY to develop and expand Security channel reseller partners for the company. The successful candidate will work with the direct sales team to manage opportunities with resellers and develop a strategic channel sales plan for the target market.

Responsibilities:

• Identify, develop and expand Security channel reseller partners for the company
• Maintain an accurate and robust pipeline and forecast of channel business opportunities
• Work with the direct sales team to co-manage opportunities with our resellers and set a strategic channel sales plan for your target market aligned with the larger corporate strategy
• Work cross-functionally to develop and manage the channel sales pipeline
• Prepare and give business reviews to senior management regarding progress in the given Channel Territory
• Establish and expand a partner network with the Enterprise, Commercial, and Mid Markets
• Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue
• Ability to drive strategic technology discussions at multiple levels with partners and customers
• Leverage and develop existing Channel relationships with Resellers and Market Influencers to maximize revenue and reduce the sales cycle
• Develop and implement a partner territory business plan to maximize the growth opportunity and facilitate greater market acceptance of the company
• Ensure partner representation at relevant internal forums and appropriate events e.g. user groups, trade shows etc.
• Collaborate with Channel Marketing to develop partner marketing activities
• Provide primary management level contact for designated channel partners and ensure that quality standards are set and met. These standards include revenue targets, reporting requirements, and technical expertise in the Reseller, Referral and Market Influencer community
• Ability to work well in a team environment, especially with other departments to ensure partner and customer satisfaction

• 7 years of channel sales management experience and promoting security enterprise solutions with National and Regional Security focused VAR's, Resellers, and MSSP for revenue expansion in the Mid Market and Enterprise Markets
• Strong existing relationships with Security Resellers (Optiv, GuidePoint Security, Presidio, etc)
• Ability to expand the scope of an opportunity at a strategic and tactical level and galvanize the appropriate resources to execute successfully
• Effective planning and cross-group collaboration skills required to successfully build and maintain a robust channel infrastructure
• Ability to travel as opportunity requires (50%)
• Experience working within teams to drive revenue through partnerships, alliances and channel programs
• Ability to grow and expand reseller partnerships for the company
• Proven track record of managing complex sales situations through resellers and referral partners and have had substantial success in developing new markets and establishing a comprehensive indirect channel
• Previous experience selling Cloud Security SaaS solutions preferred
• Initiative and creative thinking, coupled with excellent presentation, written, and overall communication skills
• Where permitted by applicable law, must have received or be willing to receive the COVID-19 vaccine by date of hire to be considered for employment, if not currently employed by the company.

• First-class onboarding experience which includes professional and personal development
• Comprehensive benefits package including health, dental, vision, and wellness, 401k employer match, parental leave, pet insurance, generous paid time off and volunteer opportunities
• Participation in commission or bonus plans and all employees receive stock options
• Workplace diversity and mutual respect
• Employment opportunities available to all applicants without regards to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law.