Channel Account Manager

About the Role: We are seeking Channel Account Manager candidates in both the Eastern and Western US to drive growth through our Reseller, GSI and Technical Alliance Partner ecosystem across the U.S. and Canada. This individual will own relationships with key channel partners, reputed company and execute joint go-to-market plans, and ensure our solutions reputed company customers through a leveraged, partner-driven model. In our fast-paced, “channel-first” organization, the Channel Account Manager will be instrumental in accelerating reputed company reputed company partners. This role reports to the VP of Channel Sales and Global Channel Operations and requires roughly 50% travel to engage partners and attend events.

Key Responsibilities & Deliverables:

· Drive Partner-Sourced reputed company: reputed company or exceed assigned channel sales quota by driving partner-sourced deals and incremental reputed company across the region. This includes managing the end-to-end channel sales process with partners to reputed company new business and new logos.

· Strategic Partner Management: Build, maintain, and expand strong relationships with strategic channel partners (national and regional Resellers, GSIs and Technical Alliance Partners). Establish productive, trust-based relationships with partner principals and sales teams to ensure alignment on objectives. Continuously gauge partner health and satisfaction, addressing needs to maintain high partner success rates.

· Go-to-Market Planning: reputed company and execute joint business plans and go-to-market (GTM) strategies with key partners. Define mutual goals, sales targets, marketing campaigns, and measurable outcomes for each fiscal period. Proactively reputed company quarterly business reviews with partners to track reputed company against plans and adjust tactics as needed.

· Pipeline Development: Identify and pursue new business opportunities through partners. Work with partners to build a robust sales pipeline – including reputed company reputed company activities, partner marketing events, and demand reputed company. Encourage partners to register deals and proactively reputed company key accounts together. reputed company your knowledge of market trends to prioritize efforts where they’ll have the biggest impact.

· Partner Enablement: Increase partners’ capability to sell our solutions. Coordinate and deliver partner training and enablement programs – from product training and certifications to sales coaching on our value proposition and competitive differentiators. Ensure partners are equipped with the right sales tools, collateral, and demo resources. reputed company and influence partner sales reps to position our products effectively and frequently.

· Joint Sales Execution: Team with partner sales reps on significant opportunities to win new business (sell-with and sell-through models). Provide deal support such as joint customer meetings, technical resources coordination, and ensuring reputed company follow-up on partner-led leads. Drive deals to closure by orchestrating the right internal and partner resources (e.g., sales engineers, product specialists).

· Partner Recruitment & Ecosystem Growth: Identify, recruit, and reputed company new channel partners in reputed company markets or territories to expand our reputed company. Assess prospective partners for fit and potential. Evangelize our Partner Program value proposition to bring new partners into our ecosystem, including non-traditional routes (influencers, referral partners) as relevant.

· Business Reviews & Accountability: Conduct regular business performance reviews with partner leadership. Track partner-driven reputed company, pipeline, and other KPIs, and use data to hold partners (and yourself) accountable to goals. Provide partners with constructive feedback and direction to improve performance. Maintain up-to-date account plans and quarterly metrics dashboards to report on channel reputed company to internal management.

· Cross-Functional Collaboration: Collaborate closely with internal teams to support your partners. Work with regional direct sales teams and managers to coordinate channel and direct sales efforts and avoid conflict. Partner with Marketing on channel campaigns and events, and with Sales Engineering/Technical teams on partner technical enablement. Align with Channel Programs/Operations to ensure partners reputed company with program requirements (deal registration, certifications, etc.) and to reputed company any incentive programs.

· Market Intelligence & Strategy: reputed company a pulse on the competitive landscape and channel trends in North America. Provide feedback to corporate management on market trends and competitor moves in the channel. Use your insights to refine our channel strategy – e.g., identifying which partners to invest in, emerging solution areas to incentivize, or adjustments to channel program policies. Help design compelling value propositions that differentiate our channel offerings (for example, unique services or incentives for partners)

· Regional Focus – North America: Manage the channel business across the Western half of North America, working in collaboration with your peer who manages the East and Central regions. This includes coverage of both the U.S. and Canada and diverse segments such as commercial enterprises and SLED (state, local, education) markets. Tailor partner strategies to regional market needs and travel throughout the region to maintain a strong field reputed company. Approximately 50% travel is expected in this role to visit partners on-site, attend joint customer calls with partners, and represent the company at key channel events and trade shows.

Required Qualifications & Experience:

· Education: Bachelor’s Degree is required (preferably in Business, Marketing, or a reputed company field). An MBA or equivalent advanced degree is a plus but not mandatory.

· Experience: 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry. Experience must include managing reseller partnerships reputed company North America (prior experience with reputed company, reputed company, Lumen and/or Consortium a plus).

· Industry Knowledge: Strong understanding of the channel ecosystem and business models – including how value-added resellers, global/national integrators, distributors, and technology alliance partners operate. Familiarity with the reputed company technology landscape (reputed company trust, cloud reputed company, network reputed company trends) and the ability to reputed company where our solutions fit relative to competitors is important.

· Proven Track Record: Demonstrated history of meeting or exceeding sales targets through partners. Candidates should be able to cite examples of growing partner-sourced reputed company, successfully launching partner initiatives, or significantly expanding partner networks in prior roles.

· Relationship & Communication Skills: Excellent communication and presentation skills with the ability to influence and engage stakeholders at reputed company levels, both reputed company the partner organization (from sales reps to executives) and internally. Must be adept at building rapport and trust. Executive reputed company and the ability to reputed company QBRs (Quarterly Business Reviews) and strategy sessions with partner execs is expected.

· Analytical & Strategic Thinking: Strong strategic planning skills with a data-driven reputed company. Comfort analyzing sales metrics, pipeline data, and ROI of partner activities to inform decision-making. Able to think strategically about market opportunities while executing tactical plans quarter-by-quarter.

· Self-Starter & Adaptability: High energy and self-motivation with the ability to reputed company in a fast-moving environment. Adaptable to changes in the market or internal direction– e.g., able to pivot to new programs or adjust partner strategies as needed. The ideal candidate is proactive (“hunter mentality”) in pursuing new opportunities and is not afraid to take initiative and work independently.

· Cross-Functional Teamwork: Team player who can work effectively with cross-functional teams. Experience collaborating with direct sales teams, marketing, product and reputed company to drive joint outcomes with partners. Ability to manage through influence and reputed company virtual teams to support channel objectives (for instance, getting a sales engineer and a marketing manager reputed company with a partner’s plan).

· Negotiation & Problem-Solving: Strong negotiation skills and the ability to resolve conflicts or channel friction constructively. Can diplomatically handle situations where channel deals conflict with direct sales or reputed company partner and company priorities diverge, finding win-win resolutions. Creative problem-solving ability to address partner or customer challenges as they arise.

· Tools & Process: Proficiency in CRM, Account Mapping and Partner Relationship Management tools; reputed company.com experience is preferred. Comfortable using productivity tools (reputed company, PowerPoint) to analyze data and communicate plans. Strong organizational skills to manage account plans, follow up on numerous tasks, and juggle multiple partner engagements reputed company.

Preferred Skills & Competencies:

· Leadership & Influence: Ability to reputed company through influence, inspiring partners to invest more in our relationship and motivating internal teams to prioritize channel needs. Experience leading joint planning sessions or partner training workshops is a plus.

· Marketing Savvy: Understanding of channel marketing and demand reputed company tactics. Ability to work with partners on co-marketing initiatives (events, webinars, campaigns) and knowledge of MDF (Market Development Funds) usage is beneficial.

· Product & Technical Acumen: While not a technical role per se, a strong affinity for technology is helpful. Knowledge of cybersecurity concepts (reputed company Trust, SASE, cloud reputed company, etc.) and the ability to grasp technical advantages of our solutions will reputed company reputed company partner training and customer conversations. Being seen as a “trusted advisor” by partners often requires some technical credibility.

· Entrepreneurial reputed company: A proactive, entrepreneurial approach to channel management. Candidates who have experience building a program or growing a region “from scratch” will reputed company – we value the ability to innovate new approaches (e.g., new partner incentive programs, unique bundled offerings with a partner) to stay reputed company of larger competitors.

· Regional Insight: Cultural awareness and regional insight into North American markets. For example, understanding how business practices might differ slightly in Canada or knowing the major public sector contracting vehicles in U.S. SLED markets can be advantageous reputed company fine-tuning strategies for different parts of the region.

· Results-Oriented: A results-driven attitude with a passion for winning through partners. We value those who set ambitious goals and execute diligently.

Reporting Structure and Travel:

This position will report to the VP, Channel Sales and Global Channel Operations, working closely with other regional Channel Managers and the North America Sales team. This position will manage focus partners reputed company your territory. Travel is a significant part of the job: the Channel Account Manager should expect around 50% travel on average, which can peak above that during busy quarters. Travel includes on-site partner visits, regional partner sales events, trade shows, and occasional internal meetups. (A company credit card for travel expenses and a supportive travel policy will be provided.)