Channel Account Manager, West

Lookout•San Francisco, CA

About The Position

Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. We safeguard data across devices, apps, networks and clouds through our unified, cloud-native security platform — a solution that's as fluid and flexible as the modern digital world. By giving organizations and individuals greater control over their data, we enable them to unleash its value and thrive. Lookout is trusted by enterprises of all sizes, government agencies and millions of consumers to protect sensitive data, enabling them to live, work and connect — freely and safely. To learn more about the Lookout Cloud Security Platform, visit www.lookout.com and follow Lookout on our blog , LinkedIn and Twitter . We’re looking for a high-energy, creative, detail-oriented and passionate person to join the sales organization at Lookout. As a Channel Account Manager, you will be responsible for establishing, developing and managing all aspects of our relationships with Lookout's existing enterprise channel partners and new ones – most notably value added resellers, distributors and MSPs/MSSPs. This position is based in the Western US and will be responsible for the territory of the west and central regions, reporting to Lookout’s Director of Strategic Partnerships. Successful candidates will be results-oriented, self-directed and have a strategic orientation balanced with a strong ability to contribute directly to the business we build with our partner ecosystem.. You will have already successfully sold cybersecurity services through indirect channels and worked closely with partners. You will have excellent contacts within the reseller and MSP/MSSP community and are excited about building out Lookout's enterprise channels. You are experienced and skilled in building true partnerships versus vendor relationships, and would have been responsible for carrying a target based on the success of the partners. You know how to ensure that your customers' needs and wants are conveyed across the organization, while primarily safeguarding the interests of your own company.

Requirements

A solid partner/channel manager with excellent relevant cybersecurity experience, strong ties with the enterprise reseller community and an extremely positive reputation for delivery.
7+ years of working with and managing partners in the cybersecurity industry of all levels and sizes plus a Bachelors degree or equivalent experience.
Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages. The ideal candidate should also be well-versed in creating presentations (PPT or G Slides), and proficient in visual communication.
Ability to develop and grow deep, revenue producing partner relationships.
The ability to support the creation of compelling business cases around opportunities.
Demonstrated ability to develop effective programs, optimize efforts and communicate results.
Strong interpersonal skills with a demonstrated ability to influence and drive others.
Be able to say “no”, take charge of the account, manage all interactions with that account.
Flawless organizational and follow up skills.
Excellent analytical and prioritization skills.

Responsibilities

You will establish channel relationships with VARs, MSPs/MSSPs and key distributors to sell Lookout’s solutions.
You will manage those partners as we grow our enterprise business. This will involve the recruitment of partners and development of existing ones.
You will support Mobile Endpoint Security (MES)
You will be expected to be working with the partners, developing them to be revenue generating. This includes, recruiting, onboarding, training, and ongoing enablement of partner teams, ensuring they become knowledgeable and specialists in all aspects of Lookout.
You will be an ambassador for the partners internally within Lookout, but also making sure Lookout's best interests are embedded into the partnership.
You will manage multiple aspects of the relationship and you will help coordinate all activities across Lookout as they relate to these partners.
You will be the “go to person” for these partners.
You will also work with different teams on both sides of the relationship to ensure they are delivering upon their commitments for this business.
You will leverage the provided sales tools to manage relationships, track activities, conduct QBRs reviewing progress and priorities together, realigning strategies and resources to stay on track towards common objectives.
Travel as needed to support the development of partnerships, as needed.