Channel Account Manager

Job Description

REQUIREMENTS

• 2+ years in sales or channel sales and preferably prior experience selling
• Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and industry thought leaders)
• Prior experience working in early stage channel growth
• Excellent written, verbal, visual communication skills and strong work ethic
• Ability to travel. (25%-50%)
• Previous experience and relationships with pan-European security VARs preferred. Relationships in UK, DACH, or Benelux are desired
• Supporting cyber security products preferred
• Previous experience and relationships with security VARs preferred
• Experience working in public sector is a bonus
• AWS Marketplace experience is a bonus

RESPONSIBILITIES

• This role ties to an individual territory with expectations to identify, recruit, and enable system integrators, consultancy, VARs, and MSSPs who service our mutual customers and prospects.
• Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through/sell through partner enablement, incentives, events, and joint product and services offerings.
• Partner with Account Teams + Sales Engineering to communicate our client’s value to our prospective and signed partners to become a valued and strategic cyber security partner.
• Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects. Negotiate and sign partners to drive our client’s product + service adoption and partner differentiation and profitability.

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