National Channel Account Manager-ePlus,Trace3 and Defy

Proofpoint•Washington, DC

About The Position

Proofpoint is seeking a highly motivated National Channel Account Manager to support its national partnerships with ePlus, Trace3, and Defy. The role extends the sales organization by driving account and vertical alignment within partners to acquire net-new customers and grow business with existing customers. The successful candidate will bring strong business acumen, leadership experience, and experience managing large partners. Existing relationships with ePlus, Trace3, and Defy are required. Travel is approximately 60%.

Requirements

Existing relationships with ePlus, Trace3, and Defy; the posting states that experience with these partners, currently or in the past, is a must.
Strong cross-functional leadership and communication skills, including the ability to build 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 good judgment to resolve difficult issues.
Experience managing resellers, particularly in information security and data archiving markets.
Bachelor’s degree.
Willingness to travel approximately 60%.

Responsibilities

Build and maintain relationships with partner principals, executives, sales teams, sales management, and other partner stakeholders.
Deliver regular sales training to partner sales teams so they can understand and articulate Proofpoint’s SaaS value proposition.
Work with the Channel Marketing Team to develop partner marketing programs and ensure activities deliver successful ROI.
Help drive pipeline, qualify sales opportunities, and close business.
Define and deploy business plans to deepen engagement 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 position in the marketplace.
Meet or exceed channel quotas.
Oversee relationship-building and account-mapping activities between Proofpoint’s sales organization and its partners.
Interact regularly with partners and customers.