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Channel Account Manager
4 months ago
Summary
The Channel Account Manager will be tasked with identifying, establishing, and nurturing relationships with new and existing partners within a designated geographic territory. They will foster reseller partnerships and support the development of partner marketing programs that significantly enhance mind share, product awareness, and sales growth. The ideal candidate will have a background in sales, business development, and channel partnerships, with industry experience in cybersecurity solutions and/or managed services, and a working knowledge of Managed Detection & Response, security consulting, and third-party risk services. A key part of this role is the ability to drive results, specifically in terms of closed deals from partners. The successful candidate will be comfortable working in a small team and making things happen without a large support system behind them.
Duties and Responsibilities
Develop a quarterly target reseller list in the assigned territory to achieve quota. Identify and onboard new channel partners to drive revenue growth across focused GoSecure solution offerings. Facilitate partner enablement, set and manage to sales targets and other KPIs. Provide weekly input on new-signups, reseller registrations, pipelines, and revenue forecasts. Create reports and provide reseller feedback that reflects partner's close rate, registrations, and overall effectiveness. Maintain accurate channel sales forecasts and regular status updates for sales leadership and program stakeholders. Build relationships with assigned strategic channel partners to grow joint revenue, acquire new customers, and retain/grow existing customers. Other duties as required.
Requirements and Experience
4+ years of relevant experience, with a proven track record of over-achieving quota. 2+ years in channel sales and previous experience as a Channel Manager. Bachelor’s degree in related field and/or equivalent education/experience. Experience selling enterprise security technologies and a working knowledge of the cybersecurity and managed security industry. Proven sales, partnership growth, and relationship building track record. Excellent organizational, selling, and leadership skills. Strong territory management and prospecting/hunting skills and experience. Aptitude for consultative selling, correlating business needs to product benefits. Self-starter, goal oriented and ability work well in a fast-paced environment. Proven ability to cold call, to build a robust funnel, negotiate and close deals in a highly competitive environment. Demonstrated ability to close deals and achieve results through partners. Creative “out-of-the-box” orientation to problem solving skills required. Rolodex in assigned territory highly desired. Ability to travel customarily and regularly approximately 20% of the time. Professional appearance and attitude. Team player.