Channel Account Manager

Description

Grip Security is currently looking for a high-energy Channel Account Manager to drive net new revenue with our solution provider partners in the Western/Central region.  This role will report to the Director of Global Channels.   

Responsibilities & What You’ll Do: 

• Develop a Channel ecosystem comprised of National, Super-Regional, and Regional VARs that drive net new partner-led opportunities  
• Achieve assigned Accepted Deal Registration (ADR) and Partner Initiated Revenue (PIR) goals  
• Establish regional & sub-regional targets for accepted deal reg’s and manage both partners and RSM’s to meet those goals 
• Demonstrate authoritative knowledge of partner landscape, joint pipelines, and path for achieving assigned goals  
• Initiate & execute partner BDR campaigns designed to accelerate partner-led pipelines 
• Recruit, operationalize, and lead ongoing engagement with partners   
• Develop comprehensive working knowledge of Grip Solutions and use cases and articulate tailored value proposition for both customers and partners 
• Initiate, coordinate, and execute lead gen events with Channel & Alliances partners 
• Conduct weekly review sessions with RSMs to ensure synchronized engagement with partners & Grip sellers  
• Manage deal & SPIF registrations to ensure accurate documentation in Salesforce  
• Maintain excellent Salesforce hygiene, including accurate tracking of partner recruiting, submitted and accepted deal registrations, etc.   
• Proactively engage with regional Alliance partner peers, facilitate intros between Grip sellers and their counterparts, initiate events with them and our mutual resellers

Requirements

Requirements  

• 5+ years of experience in Cybersecurity Channel management 
• Record of consistently meeting and/or overachieving assigned goals  
• Ability to coach sellers to achieve agreed channel-related targets in their respective regions 
• Autonomous, self-starter with can-do attitude  
• Excellent communication & presentation skills  
• Ability to lead cross-functional initiatives with peers from Marketing and other teams 
• Demonstrate ability to create and execute strategic playbook for channel development 
• Capable of navigating & negotiating through challenges such as channel conflict issues  
• Proven track record of successfully executing all aspects of the partner development lifecycle  
• Identity and Cloud-related (SaaS/IaaS) cyber security experience a plus  
• Eligible to work in the US  
• Travel approximately 30-35%
• Location:  Remote within region (Western and Central states)