Channel Account Manager I (MSP - WEST)

ESET•San Diego, CA

5d•Remote

About The Position

The Channel Account Manager manages ESET MSP/MSSP Partner relationships and is responsible for accelerating partner business while driving incremental revenue to ESET business. This is a remote position open to candidates located in CA, NV, UT, CO, NM, TX or AZ.

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 MSP and/or MSP channel management experience.
Must have experience in SaaS: Cybersecurity background preferred.
Must have intermediate technical knowledge in Cybersecurity and be technically savvy
Advanced understanding business development, with the ability to implement go-to-market strategies with third parties.
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.
Extensive Channel Management, Training, and Channel Development Experience.
Proficiency in Microsoft Office products (Word, Excel, PowerPoint)
English – B2
Good self-management, time management and organizational skills
Must have a deep sense of urgency
Can approach all situations with polite candor
Can do attitude with ability to think creatively

Nice To Haves

Cybersecurity background preferred.

Responsibilities

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.
Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools.
Achieve monthly and annual revenue and KPIs targets.
Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers.
Update and track pipeline activities for partners in ESET CRM.
Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions.
Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
Other duties as assigned by management.