Channel Account Manager - EMEA

Tufin; München; On-site; EUR 70,000 - 90,000; Full time

Job summary

Tufin in Munich, Germany is seeking a Channel Account Manager to foster and expand strategic partner relationships within the security software market. The role involves implementing channel programs, aligning go-to-market strategies with partners, and supporting sales teams to close deals.

The successful candidate will have a strong channel and sales background, experience with enterprise security solutions, and the ability to travel within the region.

Qualifications

• At least 5 years in channel development and partner management in high-tech software.
• Strong channel and sales background with proven results.
• Experience with complex enterprise solutions and mid-sized to national resellers.

Responsibilities

• Deliver and present the Tufin Channel Program to identified partners.
• Profile and collect information on partner GTM and focus for alignment.
• Deliver account mapping, GTM programs and educate through sales training and certification.
• Deliver pre-sales programs to develop new business with partner customers.
• Handle objections and present Tufin value to executives.
• Interface with C-Level executives within partners and end-user accounts.
• Craft and drive success against a partner-specific business plan.
• Attend end-user sales appointments with channel partners when required.
• Build a strong pipeline around new business creation with partners.
• Provide regular pipeline updates and lead generation activity reports.
• Provide sales/marketing campaign support to resellers.

Skills

Channel sales

Partner management

Sales

Security software

Automation software

Job description

Description

The Channel Account Manager will be a hands-on role centered on developing existing key partner relationships to specific goals, proactively identifying and recruiting newly identified partners in the market.

The Channel Account Manager will develop and execute against the business plan for partners; growing revenue by driving Tufin relevance, alignment to prospective end user accounts, implementing channel programs and assisting partners in closing business with Tufin sales representatives and channel's own representatives.

The Channel Account Manager will need a strong channel and sales background, experience in the security software market and additional background in automation software would be an additional advantage.

Areas of Responsibilities:

• Deliver and present the Tufin Channel Program to identified relevant partners
• Profile and collect relevant information on partner GTM and focus for proper alignment
• Deliver account mapping, GTM programs and educate through sales training and technical certification compliance
• Deliver pre-sales engineering programs to develop new business and expand Tufin within partner's customer base
• Skilled at objection handling and presentations to transfer Tufin value
• Ability to relate and interface with C-Level Executives within partners and end user accounts
• Craft and drive success against an agreed business plan with each partner
• Attend end user sales appointments with Channel Partners when required, showcasing past sales experience a plus
• Build a strong pipeline around new business creation with partners
• Provide regular pipeline updates and lead generation activity reports
• Provide sales/marketing campaign support to resellers

Requirements

• Successful track record in building channel operations and partnerships
• At least 5-years in channel development and partner management in the high-tech software industry
• Experience in understanding complex, high-end Enterprise solutions
• Experience in working with mid-sized and national oriented resellers and system integrators
• Proven results-oriented examples of growing partners
• Ability to work autonomously and in virtual teams
• Proven high energy, positive attitude contributor to past positions
• Willing and able to travel throughout the region