Channel Account Manager I (MSP)

ESET•San Diego, CA

16d•$80,000 - $90,000•Remote

About The Position

The Channel Account Manager manages ESET Partner relationships and is responsible for accelerating partner business while driving incremental revenue to ESET business. This individual works with the ESET Inside Channel Sales Team to establish, grow, and manage key partner relationships.

Requirements

Degree or equivalent is desirable, preferably in IT or cyber related subject
Be available for 20-30% travel
Proficient in Salesforce CRM
5+ years B2B Sales
5-7 years of channel management experience
Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with third parties.
Excellent presentation, written, and verbal communications kills.
Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact.
Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer.
Ability to close business while achieving a high level of customer and partner satisfaction.
Extensive Channel Management, Training, and Channel Development Experience.
Proficiency in Microsoft Office products (Word, Excel, PowerPoint)

Responsibilities

Achieve monthly and annual revenue and KPIs targets.
Analyze MSP market, identify MSP/MSSP Partner targets, Existing partner growth opportunities.
Perform profiling of partners, identify opportunity for growth and risk of potential churn
Communicate with partners to share product/service offerings and gather product requirements
Pro-actively manage assigned MSP/MSSP accounts
Partner business planning and development; creating a Business Plan with strategic Partners including metrics and goals.
Update and track pipeline activities for partners in ESET CRM.
Responsible for understanding, managing, and developing complex partners and difficult-to close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution.
Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions.
Recruit, train, and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools.
Delivers partner recruitment presentations to pitch Partner Program and create joint value proposition between ESET and partners
Contacts and visits prospective MSP/MSSP customers to determine technology needs & ESET product fits; can be with Partner reps or direct prospecting
Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
Work with partner marketing to develop partner marketing programs for ESET partners; outline of programs to match and be part of the Business Plan
Work in tandem with the territory’s inside and technical teams to build & close your pipeline.
Conduct Quarterly Business Reviews (QBRs) with select Partners; include updates to Business Plan, review year-to-date revenue results, and more.
Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
Remain knowledgeable and current of company’s products/services to facilitate sales efforts
Other duties as assigned by management.