Channel Account Manager
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Job Description
Channel Account Manager managing recruitment and relationships with channel partners for cybersecurity startup. Driving revenue growth and strategic alliances within the channel ecosystem.
Responsibilities:
- Responsible for the day-to-day recruitment and relationship management of channel partners to include value added resellers, systems integrators, and strategic software partners
- Act as a liaison between Prophet Security and assigned channel partners
- Build, maintain, and manage relationships with current and prospective channel partners
- Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
- Experience delivering partner enablement initiatives. Including product training, competitive positioning, sales plays, and enablement content
- Equip channel partners with the tools and joint go-to-market support needed to drive pipeline and revenue growth
- Coordinate the involvement of Prophet Security personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations
- Sell through partner’s organization to end users in coordination with partner sales resources
- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
- Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
- Ensure partner compliance with Channel Partner programs and agreements
- Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Identify partner GTM and/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
- Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
- Maintain channel opportunity registrations and assist the Prophet Security sales team in closing channel generated leads
- Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
- Ability to travel to and from customer meetings (locally and nationally)
Requirements:
- 5+ years of security SaaS channel sales experience
- Proven success driving revenue growth via channel partners
- Good understanding of Partner Incentive programs and PRM tools
- Strong interpersonal skills and ability to excel in a team oriented atmosphere
- Strong written/verbal communications skills
- Very motivated and goal-oriented
- Must want a career-oriented environment that is both fun and professional
- Willingness to travel up to 50%
Benefits:
- Great benefits
- Meaningful equity
- Fun, inspiring environment
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