Channel Account Manager

Contrast Security•Pleasanton, CA

About The Position

At Contrast Security, we’re redefining how organizations protect their software at the speed of modern development. With industry-leading Application Detection and Response (ADR), we give teams the power to detect, stop and fix real threats in real time. If you're passionate about building smarter, faster, more effective security, you’ll fit right in. We’re looking for sharp minds, fearless builders, and problem-solvers who thrive on turning complex challenges into innovative solutions. The Sr. Channel Account Manager, West will have the opportunity to help drive the leading application security tool to market. Contrast Security is seeking a creative, self-driven Channel Account leader to create mutually beneficial relationships with new and existing channel business partners. This role will have a strong focus and responsibility for driving revenue creation. The ideal candidate must have a keen ability to drive growth and expansion through our existing partnerships as well as identify new partnerships that will accelerate the Contrast Security brand to market. This role will be responsible for a regional sales quota, and it will require travel. Candidates should have a strong hunter mentality, a proven consultative selling approach with strong presentation skills. We are looking for a talented, passionate, and driven channel partner account manager who is interested in joining our team to help us take Contrast Security to the next level. Partner account managers play a vital role in the business growth of channel partner organizations. The primary focus of the role is to build credibility & trust with Senior Partner Executives and to inspire investments in selling and driving the growth of Contrast products. At Contrast, you will find an environment where innovation and success come from creative collaboration.

Requirements

8+ years of successful complex sales, channel, and business development experience in enterprise security software applications within the assigned territory.
Proven track record of exceeding quarterly and annual sales targets.
Successful experience in a startup environment.
Established relationships with partners in the region specializing in Security Operations and DevSecOps.
Must be results-oriented with high integrity.
Desire to contribute to a top-tier business development team within a fast-growing technology company.
Strong organizational skills and self-starter mentality.
Excellent written, verbal, presentation, and teaching abilities.
Excellent collaboration skills to bring field sales and partners sales together effectively
High energy, positive attitude, strong communication skills and accountability are essential.
BS/BA degree in a relevant field.
Ability to travel up to 50%.

Responsibilities

Establish and strive to exceed partner sales targets by creating and implementing strategic plans.
Lead partnerships by defining and communicating mutual value propositions, developing business plans with clear timelines, metrics, and activities to achieve objectives.
Develop and manage the execution of sales strategies, plans, and programs to consistently surpass revenue targets.
Cultivate, motivate, support, and empower key channel partner relationships to drive revenue.
Collaborate effectively across sales, marketing, operations, and product management teams.
Actively contribute to the channel leadership team in shaping and executing the partner growth strategy.
Translate product features into tangible business value for channel partners by understanding their business models and assisting them in developing compelling value propositions for their customers.
Implement tools, programs, and processes for effective channel management and sales growth, including onboarding, enablement, demand generation, and goal attainment initiatives.
Demonstrate a strong drive to succeed and lead by positive example, while consistently maintaining a grateful attitude.
Ensure a positive partner experience that fosters their success and benefits Contrast