Channel Account Manager

Watchguard Technologies, Inc.; Milano; Remote; EUR 55,000 - 75,000; Full time

Job summary

WatchGuard Technologies, Inc. is seeking a Channel Account Manager to drive sales across a defined Italian territory. You will collaborate with partners, promoters, and the field team to hit quota, train partners, and grow WatchGuard’s footprint in cybersecurity solutions.

The role requires strong presentation skills, channel sales experience, and the ability to work remotely within Italy, with a focus on partner growth and tiered channel development.

Qualifications

• Experience with two-tier/channel sales ecosystem required.
• Knowledge of cybersecurity products and market preferred.
• Proven track record of meeting or exceeding territory quotas.
• Strong written and verbal communication skills.
• Ability to work autonomously and manage partners.
• Must reside in assigned territory (Italy).
• Fluency in Italian and English required.
• Familiarity with CRM tools such as Salesforce.

Responsibilities

• Promote and sell WatchGuard portfolio in assigned geographic territory.
• Quote, train, generate leads, and provide event support for partners.
• Forecast and track partner performance and territory activity.
• Work with Sales Engineer to align with territory quota and strategy.
• Deliver sales presentations tailored to partner audiences.
• Maintain partner relationships and drive WatchGuard certifications growth.
• Stay updated on WatchGuard products and competitive positioning.
• Support partners with training and sales tools.

Skills

Channel sales experience

Cybersecurity knowledge

Quota attainment

Presentation skills

Remote work capability

Italian language

English language

CRM (Salesforce)

Education

Bachelor’s degree in business, sales, or marketing

Tools

Salesforce

Job description

About the Position

The Channel Account Manager (CAM) responsibilities include working within the sales team to promote and sell all portfolio security products within a geographic territory. The CAM is responsible for supporting assigned WatchGuard partners in the assigned territory and will be responsible for active channel partners. The CAM will be responsible for quoting, training, lead generation and follow-up, event support, and the forecasting and tracking for their assigned partners. The CAM will report to the Country Manager and will work closely with the Sales Engineer to assure territory quota attainment, in addition to joining with the sales and field marketing teams in the territory. Success in this position will be measured by meeting successful transaction, growth, and retention goals with the assigned partners. The CAM will keep up-to-date knowledge of the industry and the competitive posture of the company, as well as prepare activity and forecast reports as requested.

Position Responsibilities

• Strive towards the territory quota attainment, retention, and growth/development of active partners
• Maintain regular contact with partners to ensure satisfaction and continued success
• Partner with the Sales Engineer to generate new business and develop current customers through the partner network
• Support partners on standard methodologies and use of WatchGuard, including training, event support, and lead generation
• Create and perform sales presentations to match WatchGuard with audience needs
• Provide ongoing relationship management and training for partners
• Net growth for WatchGuard One Certifications in the territory
• Be knowledgeable of all WatchGuard products, services, and internal sales tools
• Other duties and projects assigned

Skills and Qualifications

• Experience with two-tier/channel sales ecosystem required
• Experience in network/cyber security space preferred
• History of sales excellence with national partner accounts and major accounts
• History of consistent plan development and quota achievement
• Strong presentation and written skills
• Ability to self-manage and work remotely
• Must be located in assigned territory
• Familiarity with Salesforce or similar CRM
• Native Italian and Fluent in English language

Experience

• 5+ years experience in direct and indirect sales in related industry
• Bachelor’s degree or equivalent training in business, sales, or marketing

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.