Channel Account Manager

Forescout Technologies Inc.

6d•Hybrid

About The Position

Forescout has an excellent opportunity for an engaging and employee-focused Channel Account Manager to join our high-energy, multi-cultural, world-changing team. This role drives channel led sales across Southeast US region, working closely with strategic partners to drive net new logo acquisition and long term customer growth. Our Channel Account Managers bring a hunter mentality, a strong partner-first mindset, and a passion for building trusted relationships. You will work closely with Channel, Field, and Marketing teams to develop pipeline, execute deal registration, and deliver solution sales that address some of the world’s most complex security challenges. This role covers all of the Southeast US and requires approximately 50% travel.

Requirements

Proven experience in Channel Account Management within cybersecurity or enterprise technology.
Strong track record driving revenue through partner ecosystems and deal registration models.
Demonstrated success in new logo acquisition and partner led growth.
Experience working with national and regional partners is strongly preferred.
Understanding of enterprise security solutions (e.g., NAC, endpoint, firewall, SIEM, OT/ICS).
Hunter mindset with strong business development and consultative selling skills.
Ability to build multi level relationships within partner and customer organizations.
Strong presentation, negotiation, and communication skills.
Self motivated, disciplined, and comfortable operating in a fast paced environment.
Willingness to travel approximately 50%.

Responsibilities

Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model.
Own and execute the channel strategy, driving consistent pipeline and deal flow.
Focus heavily on deal registration and net new logo acquisition through partner led selling.
Develop and expand strategic relationships with key partners including Optiv, WWT, Guidepoint, Ahead, CDW, Pellera, and SHI.
Identify, qualify, forecast, and close opportunities in collaboration with managed partners.
Build deep understanding of customer business priorities and translate them into solution opportunities through the channel.
Enable partners through training, joint selling, and business planning to position the full Forescout portfolio.
Develop and execute joint business plans with field sales, reviewing pipeline and performance quarterly.
Collaborate cross functionally with Sales Engineers, Marketing, Professional Services, and Field Sales to support partner success.
Act as the primary liaison between Forescout and partners, ensuring alignment on strategy, operations, and go to market execution.
Maintain accurate forecasting, reporting, and opportunity management.