Channel Account Manager

Forcepoint; Thane; Hybrid; INR 2,000,000 - 3,500,000; Full time

Job summary

Forcepoint is looking for a seasoned professional to develop and drive partner strategy across its focus partners in Maharashtra, India. This role requires expertise in the sales environment and at least 5 years of channel experience in cybersecurity solutions.

The incumbent will be responsible for recruiting and enabling partners to enhance Forcepoint's market coverage and ensure optimal training, forecasting, and reporting.

Join a dynamic team and contribute to redefining security for businesses globally.

Qualifications

• 10 – 15+ years in a sales-based environment.
• 5+ years of channel experience in cybersecurity solutions.
• Proven track record of exceeding sales/revenue targets.

Responsibilities

• Develop and drive partner strategy.
• Recruit and onboard new partners.
• Manage partner pipeline and forecasting.
• Ensure partners are trained and certified.

Skills

Sales expertise

Channel management

Negotiation skills

Communication skills

Relationship management

Business planning

Education

Graduate/Post Graduate in business management

Job description

About Forcepoint

Forcepoint simplifies security for global businesses and governments. Forcepoint’s all‑in‑one, truly cloud‑native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents.

Responsibilities

• Develop and drive the partner strategy across Forcepoint’s top tier focus partners in West and Enterprise, SMB's & Mid‑Market Sector.
• Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required.
• Recruit, onboard, and enable new partners to expand Forcepoint’s market coverage.
• Drive joint business planning sessions to align partner capabilities with Forcepoint’s objectives.
• Manage regional distribution activities as necessary including local cadence.
• Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers.
• A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement.
• Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint.
• Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM.
• Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers.
• Support MDF activities supporting both enablement and customer development objectives.
• Represent Forcepoint at regional partner events, conferences, and networking opportunities.

Education and Experience

• Graduate/Post Graduate in business management with 10 – 15+ years operating in a sales‑based environment with understanding of the said market (West India and Enterprise, SMB's & Mid‑Market sector business).
• Understanding Enterprise decision‑making in large opportunities is helpful.
• 5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel.
• Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must.
• Self‑starting and comfortable in a dynamic and fast moving environment.
• Ability to think and present in a structured clear way, including developing business plans and executing across multi‑functional teams.
• Willing to travel as necessary.
• Strong understanding of two‑tier distribution models and VAR ecosystems.
• Understanding of the industry, key players and technologies is a big plus.
• Experience in selling business to business in an IT security company.
• Proven track record of exceeding sales/revenue targets within a partner‑driven model.
• Ability to close business while achieving a high level of partner satisfaction.
• Ability to articulate a value proposition clearly and engage at multiple levels within an organization.
• Ability to present to external audiences.
• Excellent relationship management, negotiation, and communication skills.
• Ability to work collaboratively with internal cross‑functional teams (marketing, sales, operations).

Equal Employment Opportunity Statement

The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status, and to affirmatively seek to advance the principles of equal employment opportunity. Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by sending an email to [e-mail]. Applicants must have the right to work in the location to which you have applied.