Channel Account Manager

Trellix; Toronto; Remote; CAD 125,000 - 145,000; Full time

Benefits offered by this job

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Support for Community Involvement

Job summary

Trellix is seeking a Channel Account Manager for Eastern Canada, based in the Toronto area. You will manage partnerships with distributors, resellers, and systems integrators, aligning with Field and Inside Sales to drive Trellix solutions to enterprise, commercial, and government sectors.

You will build strategic plans, grow local and national partner relationships, and lead cross-functional efforts to maximize bookings revenue.

Qualifications

• 7+ years in Channel sales/sales management within enterprise software including government segments.
• Understanding of the security marketplace from device to cloud.
• Executive selling experience and establishing partner relationships.
• Experience with reseller channels and distribution strategies/regulations.
• Strategic planning to achieve tangible value in the marketplace.
• Ability to initiate and improve opportunities.
• Remote friendly.

Responsibilities

• Establish and grow multi-tiered relationships with distributors, resellers and systems integrators.
• Develop strategic account plans to achieve revenue for Trellix.
• Build local business relationships with national/regional channel partners.
• Coordinate with Trellix sales teams and partner programs.
• Oversee partner enablement and field marketing involvement.
• Forecast geography and ensure data integrity of reports.
• Lead virtual teams to create and convert partner pipelines.

Skills

Channel sales

Sales management

Enterprise software

Executive selling

Reseller channels

Job description

Channel Account Manager – Eastern Canada

Channel Account Manager – Eastern Canada

About Trellix

Trellix is a global company redefining the future of cybersecurity. The company’s comprehensive, open, and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com (opens in new tab) .

Role Overview:

The Trellix Channel Sales team is looking for a new Channel Account Executive in the Toronto area to manage our partnerships in Eastern Canada. You will align directly with both Field Sales and Inside Sales to sell Trellix solutions to enterprise, commercial and government, reporting to the Senior Director, Channel Sales. You will deepen our National Partner relationships, and cultivate new channel relationships to increase bookings revenue across current and new logo accounts.

About the Role:

• You will establish and grow multi-tiered business relationships between important distributors, resellers and systems integrators which guides the partner to preferred commitment around Trellix products, technologies and services.
• Develop strategic account plans that achieve preferred commitment and tangible revenue to Trellix.
• Build local business relationships with leaders within the important national and regional channel partners/service providers/systems integrators.
• You will build deep and mutually beneficial business relationships with Trellix sales and sales management within the targeted region.
• Manage a virtual team of marketing, sales and technical resources to accomplish partner pipeline creation and conversion while maximizing partner program benefits.
• You will be the primary liaison between sales, channel leadership, programs, and sales operations.
• Oversee target account mapping and planning activities within the targeted accounts.
• Oversee the forecast within the geography and responsible for the integrity of the information reported.
• Oversee partner enablement at the partner and local (end-user account when applicable) level.
• Work with partner marketing/field marketing to involve partners in local field marketing activities.

About You:

• 7 years of progressively increased responsibility in Channel sales/sales management within the enterprise level software within the enterprise and government segments; experience managing relationships with large regional and national reseller partners ideal.
• Understanding of the security marketplace from device to cloud.
• Executive selling experience establishing partner relationships; this includes engagement around evolving business and marketplace needs.
• Experience with reseller channels and distribution strategies and regulations.
• Determine strategy and tactical plans that achieve tangible value to the marketplace.
• Initiate and improve opportunities.
• Remote friendly

This position is paid (in part) on a commission basis. The Base Pay Range is $125,000 – $145,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $180,000– $230,000. Actual base pay within the Base Pay Range and actual OTE within the OTE Range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Support for Community Involvement

We're serious ab out our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

Our Commitment to You:

At Trellix, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.

Trellix conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.

Trellix also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Trellix will never keep any original work authorization documents that we may be required to review during the hiring process.