Channel Account Manager

A10 Networks, Inc•Cumming, GA

1d•Hybrid

About The Position

Channel Account Manager A10 Networks is hiring a Channel Account Manager for our Southeastern region. Reporting directly to the RVP Americas Channel Sales and Alliances, you will be responsible for building resale partner strategies, managing, educating, influencing, and enabling the most strategic partners, as well as identifying, creating and progressing partner relationships in the geographic region across our GTM. You will work closely with the Area Sales VPs, Regional Sales Directors, Channel Marketing, and Channel SEs to align our regional partner business with A10 Networks’ corporate and channel objectives. Ideal candidates will display an entrepreneurial and leadership mind-set, embrace a fast-paced culture, are strategic focused and who can articulate the value and differentiation of A10 solutions within existing partner relationships. Essential Functions: Lead and manage the relationship between strategic partners and A10 Create and execute a regional account plan – This will include enablement, sales and technical certification, marketing, market gap analysis and partner recruitment Develop business plans with each partner and ensure their successful execution Ensure that regional partners meet the requirements of the A10 Alliance Partner Program Sales and Technical Enablement of regional and Strategic Partners Collaborate with field sales teams to create and build partnerships that add value to our current and prospective customers, identify incremental opportunities and assist in current sales pursuits Deliver value propositions and other key messaging to the partner community. Meet or exceed quota for regional and focus partners. Manage and report on key KPI measures aligned to Americas channel success Learn and maintain in-depth knowledge of A10 products and technologies, competitive products and technologies and industry trends and shares this knowledge with partners. Review, monitor and report on deal registrations Communicate product launches and promotions. Plan and execute marketing programs with the help of field marketing. Serve as the main point of contact for A10 resources in region. Maintain responsibility for overall channel relationship management. Perform other duties and projects as assigned. Essential Skills & Experience Proven track record of success in driving GTM sales and revenue, within a complex, multi-tiered partner ecosystem Ability to independently navigate complex external organizations to find the necessary people and resources to deliver impact and strategic alignment Bachelor’s degree or equivalent experience 8+ years of Partner selling in a high-tech software company (cyber-security preferred) Knowledge of sales of hardware and software solutions, included SaaS offerings, with emphasis on web infrastructure security Strategic thinker with ability to execute tactically Existing Executive Relationships with key partners in region Strong presentation, communication, and time management skills are mandatory Ability to close business while achieving a high level of partner and customer satisfaction A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment. #LI-AN1 - Hybrid

Requirements

Proven track record of success in driving GTM sales and revenue, within a complex, multi-tiered partner ecosystem
Ability to independently navigate complex external organizations to find the necessary people and resources to deliver impact and strategic alignment
Bachelor’s degree or equivalent experience
8+ years of Partner selling in a high-tech software company (cyber-security preferred)
Knowledge of sales of hardware and software solutions, included SaaS offerings, with emphasis on web infrastructure security
Strategic thinker with ability to execute tactically
Existing Executive Relationships with key partners in region
Strong presentation, communication, and time management skills are mandatory
Ability to close business while achieving a high level of partner and customer satisfaction

Responsibilities

Lead and manage the relationship between strategic partners and A10
Create and execute a regional account plan – This will include enablement, sales and technical certification, marketing, market gap analysis and partner recruitment
Develop business plans with each partner and ensure their successful execution
Ensure that regional partners meet the requirements of the A10 Alliance Partner Program
Sales and Technical Enablement of regional and Strategic Partners
Collaborate with field sales teams to create and build partnerships that add value to our current and prospective customers, identify incremental opportunities and assist in current sales pursuits
Deliver value propositions and other key messaging to the partner community.
Meet or exceed quota for regional and focus partners.
Manage and report on key KPI measures aligned to Americas channel success
Learn and maintain in-depth knowledge of A10 products and technologies, competitive products and technologies and industry trends and shares this knowledge with partners.
Review, monitor and report on deal registrations
Communicate product launches and promotions.
Plan and execute marketing programs with the help of field marketing.
Serve as the main point of contact for A10 resources in region.
Maintain responsibility for overall channel relationship management.
Perform other duties and projects as assigned.