National Channel Account Manager-Optiv

Proofpoint•Washington, DC

About The Position

Proofpoint is seeking a highly motivated National Channel Account Manager to support its national partnership with Optiv. The role acts as an extension of the sales organization, driving account and vertical alignment with partners to acquire net-new customers and expand business with existing customers. The successful candidate will bring strong business acumen, leadership experience, large-partner management experience, and an existing relationship with Optiv. Travel is approximately 60%.

Requirements

Must have worked with Optiv, currently or in the past, and possess an existing relationship with the partner.
Strong cross-functional leadership and communication skills, including the ability to drive consensus internally and within partner organizations.
Strong written and verbal communication skills and the ability to clearly articulate Proofpoint's value.
Ability to work in a fast-moving environment, prioritize effectively, think big-picture, and use sound judgment to resolve difficult issues.
Experience managing resellers, particularly in information security and data archiving markets.
Bachelor's degree.

Responsibilities

Interact regularly with partner principals, executives, sales teams, sales management, and other partner stakeholders.
Conduct sales training presentations for partner sales teams so they can understand and articulate Proofpoint's SaaS value proposition.
Work with the Channel Marketing Team to run partner marketing programs and ensure activities are tied to successful ROI.
Help drive pipeline, sales qualification, and business closure.
Define and deploy business plans to deepen traction with existing channel partners, reviewing and reassessing plans quarterly.
Develop and execute a regional strategy for recruiting new channel partners as needed to support growth.
Maintain current knowledge of Proofpoint's competitive positioning in the marketplace.
Meet or exceed channel quotas.
Oversee relationship-building and account-mapping activities between Proofpoint's sales organization and partners.
Regularly interact directly with partners and customers.