Channel Account Manager - East

Trek Bicycle

129d

About The Position

The Channel Account Manager - East will be responsible for driving net new sales and incremental bookings of existing and new accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Account Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

Requirements

• 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML).
• Deep relationships with channel partners and customer stakeholders.
• Experience generating partner enabled sales opportunities.
• Strong prospecting skills and ability to build channel sales pipeline.
• Strong track record of achieving quarterly channel sales quotas.
• Ability to manage the sales process (MEDDPICC) and negotiate contracts.
• Deep knowledge of the customer’s requirements and security challenges.
• Strong business acumen and ability to build channel partner and customer relationships.
• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle.
• Strong relationships with channel partners and system integrators.
• Excellent presentation skills.
• Working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years’ experience with Salesforce and Clari.
• Results oriented, start-up mindset.

Nice To Haves

• Integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI).

Responsibilities

• Create a prospecting strategy to identify potential sales opportunities with channel partners.
• Develop relationships and build sales pipeline.
• Prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.
• Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.
• Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.
• Work closely with partners and customers to drive POCs and POVs.
• Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.
• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within a partner account including customer stakeholders.
• Develop account and opportunity plans to improve channel partner strategy.
• Maintain partner and customer satisfaction.
• Develop relationships with our channel and service partners to create strategic opportunities.

Benefits

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

What This Job Offers

• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees