Channel Account Manager

Description

We are seeking a highly motivated and results-driven Channel Account Manager to develop and manage partnerships with key channel partners, resellers, and distributors in the cyber security industry. This role involves driving revenue growth through partner enablement, relationship management, and strategic planning to expand the company’s market share.

Responsibilities

Partner Relationship Management:

• Build, manage, and nurture relationships with key channel partners, VARs (Value-Added Resellers), MSSPs (Managed Security Service Providers), and distributors.
• Act as the primary liaison between the company and channel partners to ensure effective communication, alignment, and collaboration.

Sales Enablement:

• Train and enable channel partners on the company’s cyber security solutions, value proposition, and go-to-market strategies.
• Provide technical and sales support to partners during pre-sales activities.

Business Development & Strategy:

• Develop joint business plans with channel partners, including revenue goals, marketing initiatives, and sales strategies.
• Identify new partnership opportunities to drive incremental revenue.

Revenue Growth:

• Achieve and exceed sales targets by driving partner-led opportunities and closing deals with end customers.
• Monitor and report on partner performance, including pipeline, revenue, and profitability.

Marketing Collaboration:

• Work closely with the marketing team to plan and execute joint marketing campaigns, events, webinars, and partner-specific promotions.
• Ensure partners are equipped with the latest marketing and sales collateral.

Market Intelligence:

• Stay current with industry trends, competitive landscape, and emerging threats in the cyber security space.
• Provide feedback to internal teams on partner needs, product enhancements, and market demands.

Requirements

Qualifications:

• 5+ years of experience in channel sales, business development, or partner management, preferably in the cyber security or technology sector
• Proven track record of achieving or exceeding sales targets through channel partners

Knowledge:

• Strong understanding of cyber security products, solutions, and industry trends (e.g., endpoint security, network security, cloud security, threat intelligence)
• Familiarity with channel ecosystems, partner programs, and distribution models

Skills:

• Excellent interpersonal and relationship-building skills
• Strong presentation, negotiation, and communication abilities
• Ability to work independently and collaboratively across teams
• Strong analytical skills to assess partner performance and market opportunities