Channel Account Manager

Tech Sales Jobs; Toronto; Hybrid; CAD 125,000 - 145,000; Full time

Benefits offered by this job

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Job summary

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

You will build strategic account plans, enable and motivate partners, oversee forecasts, and align channel activities with sales leadership. This role offers commission-based incentives and remote-friendly arrangements.

Qualifications

• 7+ years in channel sales/sales management for enterprise software.
• Experience managing relationships with regional and national reseller partners.
• Executive selling experience with partner relationships.

Responsibilities

• Establish and grow multi-tiered relationships with distributors, resellers, and systems integrators.
• Develop strategic account plans to drive revenue for Trellix.
• Build relationships with national and regional channel partners.
• Lead a virtual team of marketing, sales, and technical resources for partner pipeline.
• Act as liaison between sales, channel leadership, programs, and sales ops.
• Oversee target account mapping, planning, and forecast accuracy.
• Oversee partner enablement at partner and end-user level.
• Collaborate with partner marketing for local field activities.

Skills

Channel sales leadership

Enterprise software experience

Executive selling

Reseller channel management

Strategic planning

Remote-friendly

Job description

Channel Account Manager - Eastern Canada

Location: Canada, Toronto

Time Type: Full time

Job Description

Job Title:

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.

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.

#LI-Remote

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
• Paid Parental Leave
• 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.