Channel Account Manager

Forescout Technologies Inc.

98d

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. In this role, you will be responsible for maximizing revenue potential of Forescout product portfolio within assigned Channel and Commercial Sales territory via development and management of our key partners. The emphasis should be on winning acceptance of and positive reaction to committing to the Forescout Channel Partner Program.

Requirements

• Background in Commercial/SMB sales and Channel management.
• Demonstrable ability to create, manage/maintain high value relationships.
• Understanding of and demonstrable track record of utilizing a recognized sales methodology.
• Competent and experienced in the application of Target Account Selling methodology or other Sales/Business methodologies.
• Understands the market issues and trends affecting business and use of IT.
• Clear, accurate and concise reporting.
• Self-motivated and disciplined with a determined attitude to succeed.
• Creative individual with strong personal presence.
• Flexible with regards to travel within your region.

Responsibilities

• Exceed quarterly and annual revenue targets within a specified territory.
• Track, forecast, coordinate and report on sales opportunities.
• Qualify partner and sell commercial benefits of Forescout partner program to multi-level contacts within your partner accounts.
• Develop managed partners through training to enable them to achieve the most commercially suitable level of Partner program accreditation.
• Coordinate with local Marketing activities tied to the business's goals.
• End user opportunity development - Identify and develop successful long-term opportunities alongside managed partners to grow new business for Forescout.
• Facilitate relationships between the Forescout field sales team and the key partner sales and consulting teams to ensure that account mapping is completed and joint account plans developed.
• Jointly develop Channel business plans and review Quarterly against agreed targets.
• Ensure close liaison with all relevant functions within Forescout to communicate product and support needs and communicate strategic developments/risks within the Channel.
• Ensure that managed partners are regularly updated on changes to Forescout Sales operations and how these changes will affect their own sales and internal teams.
• Communicate Forescout strategy and aims on a quarterly basis.

Benefits

• Competitive compensation and benefits–we cover 80% of employee and dependents’ health care premiums.
• 100% company paid employee life and disability insurance premiums.
• 401K match.
• Generous FTO policy (U.S. only).
• Option to purchase voluntary life, accident and critical illness insurance.
• Employee assistance program.
• Maternity and parental bonding leave with supplemental pay.

What This Job Offers

• Number of Employees: 1,001-5,000 employees