Channel Account Manager

NetCareers•Vienna, VA

2d•Remote

About The Position

The Channel Account Manager will join Trellix’s Channel Sales team in the TOLA region, aligning with Field Sales and Inside Sales to sell Trellix Device and Cloud solutions to enterprise, commercial, healthcare, and state and local government customers. The role focuses on deepening national partner relationships and cultivating new channel relationships to increase bookings revenue across current and new-logo accounts. The position establishes and grows multi-tiered business relationships with distributors, resellers, and systems integrators, guiding partners toward preferred commitment to Trellix products, technologies, and services. The manager develops strategic account plans, builds relationships with partner leaders and Trellix sales management, and leads a virtual team of marketing, sales, and technical resources to create and convert partner pipeline while maximizing partner program benefits. The role also serves as the primary liaison among sales, channel leadership, programs, and sales operations. Additional responsibilities include overseeing target-account mapping and planning, geographic forecasting and reporting integrity, partner enablement, and partner participation in local field marketing activities. The role is remote-friendly, and the candidate should live in or near Dallas/Fort Worth, Austin, or Chicago. Compensation includes a base salary and commission, with possible long-term incentives subject to metrics and company policy.

Requirements

Seven years of progressively increased responsibility in channel sales or sales management within enterprise-level software, across enterprise and commercial segments.
Understanding of the security marketplace from device to cloud.
Executive selling experience establishing partner relationships, including engagement around evolving business and marketplace needs.
Experience with reseller channels and distribution strategies and regulations.
Live in or near the Dallas/Fort Worth, Austin, or Chicago areas.

Nice To Haves

Experience managing relationships with large regional and national reseller partners.

Responsibilities

Sell Trellix Device and Cloud solutions in alignment with Field Sales and Inside Sales.
Deepen national partner relationships and cultivate new channel relationships to increase bookings revenue across current and new-logo accounts.
Establish and grow multi-tiered business relationships with distributors, resellers, and systems integrators, guiding partners toward preferred commitment to Trellix products, technologies, and services.
Develop strategic account plans that achieve preferred commitment and tangible revenue for Trellix.
Build local business relationships with leaders at important national and regional channel partners, service providers, and systems integrators.
Build mutually beneficial relationships with Trellix sales teams and sales management in the targeted region.
Manage a virtual team of marketing, sales, and technical resources to create and convert partner pipeline and maximize partner program benefits.
Serve as the primary liaison between sales, channel leadership, programs, and sales operations.
Oversee target-account mapping and planning activities.
Oversee the geographic forecast and ensure the integrity of reported information.
Oversee partner enablement at partner and local end-user account levels, when applicable.
Work with partner marketing and field marketing to involve partners in local field marketing activities.
Determine strategy and tactical plans that deliver tangible value to the marketplace.
Initiate and improve opportunities.

Benefits

Retirement plans
Medical coverage
Dental coverage
Vision coverage
Paid time off
Paid parental leave
Support for community involvement
Social programs
Flexible work hours
Family-friendly benefits
Compensation may include long-term incentives, subject to metrics and company policy.