Channel Account Manager - EMEA

Tufin; España; On-site; EUR 60,000 - 90,000; Full time

Job summary

Tufin is seeking a Channel Account Manager to expand and manage partner relationships, drive channel programs, and coordinate with sales to close opportunities.

You will develop the partner GTM, deliver training, build pipeline, and travel as needed to regions to enable growth.

Qualifications

• Successful track record in building channel operations and partnerships.
• At least 5 years in channel development and partner management in high-tech software.
• Experience in understanding complex, high-end Enterprise solutions.
• Experience working with mid-sized and national-oriented resellers and system integrators.
• Ability to work autonomously and in virtual teams; willingness to travel region-wide.

Responsibilities

• Deliver and present the Tufin Channel Program to identified partners.
• Profile and collect partner GTM information for proper alignment.
• Execute account mapping, GTM programs and partner trainings with certification.
• Conduct pre-sales programs to develop new business with partners’ customers.
• Handle objections and present Tufin value to stakeholders.
• Interface with C-level executives within partners and end users.
• Drive business plans and partner-specific success metrics.
• Attend end-user sales appointments with channel partners when needed.
• Build a strong pipeline of new business with partners.
• Provide regular pipeline updates and lead generation activity reports.
• Support sales/marketing campaigns for resellers.

Skills

Channel sales

Partner management

Enterprise software sales

Tools

Automation software

Job 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