Inside partner account manager

Watchguard; Cork; On-site; EUR 55,000 - 75,000; Full time

Job summary

WatchGuard, based in Cork city centre, seeks an Inside partner account manager to remotely manage a portfolio of channel partners and drive growth across WatchGuard's platform.

You will engage with Country Managers, distributors and internal specialists to expand cross-sell, upsell and subscription adoption, while maintaining accurate pipeline data in Salesforce. This role focuses on improving partner productivity and revenue through proactive campaigns and joint business planning.

Qualifications

• 3-5 years of successful B2B technology sales / channel sales.
• Experience with resellers, distributors or MSPs preferred.
• Strong communication and negotiation skills.
• Fluent English; additional languages are a plus.

Responsibilities

• Own and develop a defined portfolio of existing channel partners as the primary inside sales contact.
• Drive year-over-year revenue growth by identifying cross-sell, upsell, expansion and renewal opportunities across the WatchGuard portfolio.
• Increase partner adoption of WatchGuard subscriptions and recurring-revenue offerings.
• Build partner growth plans with clear priorities for pipeline creation, portfolio penetration and revenue expansion.
• Collaborate with distributors, Marketing, Sales Engineering and Customer Success to resolve partner needs and improve the partner experience.
• Maintain accurate pipeline, forecast, and partner activity data in Salesforce and ensure timely follow-up on actions.
• Identify at-risk or underpenetrated partners and implement targeted actions to improve engagement and revenue.

Skills

B2B technology sales

Channel sales

Account development

Relationship-building

Tools

Salesforce

Job description

ABOUT THE POSITION

The Inside partner account manager is responsible for remotely managing and developing a portfolio of existing WatchGuard channel partners. The role focuses on increasing partner productivity and revenue through expansion, cross-sell, upsell, subscription adoption promoting WatchGuard's Platform value proposition with a stronger engagement across the WatchGuard portfolio. Working closely with Country Managers, distributors and internal specialists, the Inside partner account manager acts as a proactive commercial contact for assigned partners and helps translate WatchGuard strategy into measurable partner growth. This position is based at WatchGuard's office in Cork city centre.

• Own and develop a defined portfolio of existing channel partners, acting as their primary day-to-day inside sales contact.
• Drive year-over-year revenue growth by identifying and progressing cross-sell, upsell, expansion and renewal opportunities across the WatchGuard portfolio.
• Increase partner adoption of WatchGuard subscription, MSP and recurring-revenue offerings, including AI-enabled cybersecurity capabilities where relevant.
• Build partner growth plans, with clear priorities for pipeline creation, portfolio penetration and revenue expansion.
• Drive partner-generated pipeline through proactive outreach, co-selling motions, targeted campaigns, referrals and joint business planning.
• Support partner enablement by coordinating product updates, training, sales tools, marketing resources and best practices that improve partner productivity.
• Monitor partner performance, pipeline, product adoption and key KPIs; contribute to Quarterly Business Reviews (QBRs) and partner action plans where appropriate.
• Maintain accurate pipeline, forecast, opportunity and partner activity data in Salesforce and ensure timely follow-up on agreed actions.
• Collaborate with distributors, Marketing, Sales Engineering, Product and Customer Success to resolve partner needs, execute campaigns and improve the overall partner experience.
• Identify at-risk or underpenetrated partners and implement targeted actions to improve engagement, retention and revenue contribution.
• Maintain a strong understanding of WatchGuard products, competitive positioning and cybersecurity market trends to help partners expand their business.

• Revenue growth across the assigned partner portfolio.
• Cross-sell and upsell contribution; breadth of WatchGuard portfolio adoption.
• Partner-generated pipeline and conversion.
• Growth in subscription, MSP and recurring revenue.
• Partner engagement, retention and productivity.
• Forecast accuracy and CRM discipline.

• 3-5 years of successful B2B technology sales, channel sales, account development or business development experience.
• Experience working with resellers, distributors, MSPs or other channel partners strongly preferred.
• Proven ability to achieve or exceed sales, pipeline or business-development targets.
• Strong communication, relationship-building, negotiation and influencing skills.
• Highly organized, self-motivated and comfortable managing a high volume of partner interactions remotely.
• Experience with Salesforce platform; disciplined approach to data quality and forecasting.
• Ability to collaborate effectively with Channel Sales, Distribution, Marketing, Sales Engineering and other cross-functional teams.
• Knowledge of cybersecurity technologies and subscription / recurring-revenue business models is highly desirable.
• Native/Fluent English required; additional European languages are an advantage.

WHY WORK FOR WATCHGUARD?

WatchGuard is a global cybersecurity company delivering network security, endpoint protection, multi-factor authentication, secure Wi-Fi and managed security capabilities through a strong partner ecosystem. Our channel-first model gives sales professionals the opportunity to help resellers, MSPs and distributors grow profitable recurring-revenue businesses while protecting customers against an increasingly sophisticated threat landscape.