Senior Channel Account Manager

Proofpoint•California, CA

About The Position

The Channel Account Manager (CAM) acts as an extension of the Proofpoint sales organization by leveraging and enabling our partner community in the territory. This role focuses on developing and executing regional strategies to maximize channel growth, partner engagement, and revenue attainment.

Requirements

Proven experience managing and developing partner relationships, preferably within cybersecurity or SaaS markets
Strong cross-functional leadership skills with the ability to influence without authority and align internal and external resources around shared goals
Excellent communication, presentation, and relationship-building skills
Strong business and analytical acumen with a track record of driving measurable results
Ability to thrive in a fast-paced, dynamic environment—able to prioritize, think strategically, and resolve complex issues effectively
Proficiency with CRM and partner management systems (Salesforce experience preferred)
Bachelor’s degree required
Existing relationships with key partners in the region/territory are required. Optiv, Guidepoint, WWT/Softchoice, Trace3, ePlus and Defy

Responsibilities

Define and execute quarterly territory business plans to deepen engagement and accelerate revenue across the region/territory
Build and maintain strong relationships with partner principals, executives, and sales teams across existing and prospective partners
Work closely with Proofpoint regional sales leaders and their teams to align on territory strategy, joint account planning, and execution to drive pipeline creation, deal qualification, and opportunity closure.
Partner with your Sales Engineer (SE) to deliver technical enablement sessions and engineering trainings that deepen partner expertise across the Proofpoint platform and solution portfolio.
Conduct regular sales enablement and training sessions with partner sales teams to ensure they can effectively articulate Proofpoint’s value proposition.
Collaborate with the Channel Marketing team to design and execute marketing programs with for the region/territory, ensuring all activities deliver measurable ROI.
Engage directly with partners to gather deal updates, forecast accuracy, and pipeline visibility, ensuring alignment with Proofpoint sales priorities.
Own the regional/territory channel sales forecast, compile and roll up data weekly to provide accurate projections and insights to sales and channel leadership.
Develop and implement a regional partner recruitment strategy to support ongoing growth objectives.
Maintain an up-to-date understanding of Proofpoint’s competitive positioning and industry trends.
Oversee account mapping and joint business planning between Proofpoint’s field sales organization and key partners (National and Regional) in the region.
Meet or exceed assigned channel sales quotas and performance metrics.
Regularly interact with both partners and customers to reinforce relationships and drive mutual success.