Channel Account Manager

Wavelink Communications Pty Ltd; Canberra; On-site; AUD 60,000 - 90,000; Full time

Job summary

Wavelink Communications Pty Ltd in Australia seeks a Channel Account Manager to expand the cyber-security portfolio through partners and resellers. The role is fully remote with focus on the ACT region, requiring deep Fortinet or similar solutions knowledge and a proven channel sales background.

You will collaborate with marketing, pre-sales, service delivery and operations to enable partners, drive opportunities, and onboard resellers across Australia while maintaining a strong quota and a high

Qualifications

• 5+ years experience in IT security with a sales/pre-sales focus.
• Established network in the ACT market.
• Proven skills in partner growth, enablement, and marketing programs.
• Willingness to carry a sales quota.
• Knowledge of Fortinet or similar solutions and cyber-security trends.
• Ability to present and translate solutions to stakeholders.
• Strong negotiation and multitasking with attention to detail.
• Results oriented with ownership of the region.
• Occasional travel across Australia.

Responsibilities

• Identify synergy and go-to-market activities with internal teams.
• Drive partners to lead with Wavelink’s cyber security portfolio and identify opportunities.
• Target and qualify new partners to expand relationships in the region.
• Implement the Wavelink sales strategy and enablement plans for key partners.
• Maximise growth opportunities and ensure successful customer implementations.
• Lead onboarding of new resellers in your territory.

Skills

Channel sales

Cyber-security knowledge

Partner enablement

Negotiation

Strategic planning

Travel readiness

Tools

Fortinet solutions

Networking

Job description

Wavelink sell a bespoke portfolio of technology solutions, some of our offerings include; cyber-security software, networking, Wi-Fi and healthcare mobility solutions. The solutions are leading products in the Industry that help to increase productivity and effectiveness in organisations.

Wavelink has experienced exponential growth in the business over the past 3 years as we continue to see an increased uptake and investment from organisations in their technology stack. Whilst each product has been strategically selected to have optimal market penetration, they are also selected to be complementary to one another.

The Channel Account Manager will lead the strategic expansion of our cyber-security business by managing existing channel relationships as well as channel acquisition across the ACT region. The position requires an in-depth understanding of cyber-security technologies, competitive conditions, industry practices, key channel routes to market, market opportunities and customer requirements.

As a Channel Account Manager this position will work closely and collaborate with all facets of the Wavelink internal functional areas such as marketing, pre-sales, service delivery and operations to deliver value to channel partners.

The Channel Account Manager position is a dynamic role requiring a strong command of our Fortinet Cyber-Security solutions, ideally the incumbent would have built this foundation over a number of years or understand like solutions in the market.

This is a fully remote role; we do not have an office based in Canberra.

Other Job Responsibilities include:

• Identify synergy and go-to-market activities by collaborating with internal sales teams, marketing and Pre-Sales
• Drive partners to lead with Wavelink’s portfolio of cyber security solutions and identify new opportunities in the market
• Target and qualify new partners to drive relationships in the region
• Implement the Wavelink sales strategy and develop enablement plans for key partners within the region
• Maximise growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations
• Lead the onboarding of new resellers in your territory

Competencies required for the job:

• 5+ years experience within the IT sector, predominantly cyber-security solution s, experience can be in a sales, service delivery, pre sales role or a combination of these
• Established network and contacts in the ACT market
• Proven skills in partner growth, including enablement, strategic business plans and marketing programs
• Willingness and motivation to carry a n assigned sales quota
• Knowledge of Fortinet solutions (or like solutions) and trends around cyber-security, networking, cloud & OT
• Ability to present and translate solutions to v arious stakeholders
• Superior negotiation and multi-tasking skills paired with sharp attention to detail
• Results oriented with strong motivation to take ownership of the region
• High level of energy, drive and enthusiasm
• Occasional travel around Australia will be required

About Wavelink:

Celebrating over 25 years in business, Wavelink specialises in providing leading edge enterprise technology solutions to the channel. Wavelink distributes a range of products from Fortinet, Spectralink, Claroty, Garland, Swimlane, Soti and Olinqua.

You will be working with a vibrant, technologically innovative, forward-thinking company.

• Targets based on sales revenue, quarterly bonus es
• Inclusive and collaborative workplac e
• We are big on recognising and celebrating our teams success
• Access to over 100 learning opportunities and other in person training opportunities

For more information please visit www.wavelink.com.au