Channel Account Manager - West

Skyhigh Security•Plano, TX

66d

About The Position

The Channel Account Manager - West 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) with deep relationships with channel partners and customer stakeholders.
Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a 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. Must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
3-5 years' experience with Salesforce and Clari
Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

Responsibilities

Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, 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.