Channel Account Manager
New
A
AppGateCybersecurity
California, United StatesFull-TimeMiddle
Salary not disclosed
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Job Details
- Experience
- 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry.
- Required Skills
- CybersecuritySalesforceMicrosoft ExcelCRM
Requirements
- Bachelor’s Degree required; a degree in Business, Marketing, or a related field is preferred.
- 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry.
- Experience managing reseller partnerships within North America.
- Demonstrated record of meeting or exceeding sales targets through partners.
- Strong understanding of channel ecosystems and value-added reseller, integrator, distributor, and technology alliance partner business models.
- Familiarity with cybersecurity concepts and the security technology landscape, including zero trust, cloud security, and network security.
- Strong communication, presentation, relationship-building, and negotiation skills, including the ability to lead partner executive reviews and strategy sessions.
- Strategic planning and data analysis skills, including analyzing sales metrics, pipeline data, and partner activity ROI.
- Experience collaborating with direct sales, marketing, product, and customer success teams.
- Proficiency with CRM, account-mapping, and partner relationship management tools; Salesforce.com experience is preferred.
- Comfort using Excel and PowerPoint to analyze data and communicate plans.
- Approximately 50% travel is expected, with travel potentially higher during busy quarters.
Responsibilities
- Drive partner-sourced deals and revenue, manage the channel sales process, and meet or exceed assigned sales quotas.
- Build and maintain relationships with reseller, GSI, and technical alliance partners and monitor partner health and satisfaction.
- Develop joint business plans and go-to-market strategies, and lead quarterly business reviews with partners.
- Develop partner pipeline through lead generation, marketing events, demand generation, deal registration, and joint account targeting.
- Deliver partner product training, certifications, sales coaching, and enablement resources.
- Work with partner sales representatives on opportunities, customer meetings, deal support, and closing new business.
- Recruit and onboard channel partners to expand the partner ecosystem.
- Review partner performance, track revenue, pipeline, and KPIs, and maintain account plans and quarterly metrics dashboards.
- Coordinate channel activity with direct sales, marketing, sales engineering, technical teams, and channel operations.
- Manage channel business across the Western half of North America and travel to partner visits, customer calls, events, and trade shows.
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