Channel Account Manager ( Identity and Access Management)

One Identity, LLC; Sweden; Remote; SEK 55,000 - 75,000; Full time

Job summary

One Identity, LLC is seeking an experienced Software Channel Account Manager to build and manage the Channel Strategy aligned with the EMEA objectives. In this role, you will work to proactively recruit new partners and ensure their alignment with One Identity's IAM market strategy.

The incumbent will be responsible for maintaining relationships with partners, driving marketing activities, and coordinating with the sales team. We require a minimum of 5 years of channel sales experience, strong negotiation, and relationship management skills.

Qualifications

• Proven experience in channel sales, minimum 5 years.
• Strong channel experience working with VAR’s, SI’s, and MSSP’s.
• Sales experience with 'hunter' mentality.

Responsibilities

• Establish and maintain relationships with strategic partner accounts.
• Coordinate field sales, support, and management resources.
• Drive adoption of company programs among partners.

Skills

Channel sales experience

Excellent communication skills

Proven relationship management

Negotiation skills

Ability to work independently

Job description

Overview

This role is positioned as an experienced Software Channel Account Manager, where you will be responsible for developing building, growing and managing the Channel Strategy in line with One Identity EMEA Channel Strategy. Reporting to the EMEA S/W Channel Director Managing and developing distribution engagement, recruiting new partners, manage and grow existing partners drive marketing activities together with distribution and partners. The right candidate will proactively recruit new partners by being able to promote our Identity Security Platform. The right candidate will keep our distributor and partners aligned with our strategy in IAM market, ensuring they are able to identify, qualify, position One Identity Soluitons. This role requires focus on engaging and developing strategic and long term relationships in a team that is committed to success through channel partners and distributor.

Responsibilities

• Establish and maintain fruitful, professional relationships with strategic personnel in territory partner accounts.
• Coordinate the involvement of field sales, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Source and Sell through partner organization to end users in coordination with partner sales resources, developing a qualified sales pipeline through the partner existing client base.
• Maintain a sales forecast across partners having deal visibility of all opportunities.
• Manage potential channel conflict with other sales channels through strict adherence to channel rules of engagement.
• Ensure partners within the territory reach and maintain the appropriate certification required in the partner program, managing and reporting on partner success
• Drive adoption of company programs among partners in territory.
• Tracks registered opportunities through partners.
• Closely coordinate company executive involvement with partner and end-user customer management as necessary.
• Engage partners through business planning ensuring all relevant people are involved and executing on all the aspects, including marketing and event organization in coordination with One Identity sales and marketing team and creating joint campaigns and demand creation initiatives.
• Be able to articulate on One Identity messaging across the entire product portfolio also presenting in seminars or public speaking situations and to train partners sales team on key sales messages.

Qualifications

• Proven experience in channel sales, minimum 5 years
• Strong Channel experience working with VAR’s and SI’ and MSSP’s
• Sales experience with “hunter” mentality
• Complete understanding of partner network within the Nordic market
• Proven track record of developing and maintaining partner relationship
• Excellent communication-, negotiation-, influencing skills;
• Energized, productive & efficient > very high activity levels;
• Self-starter & high level of self-awareness;
• Hands-on and can-do mentality.
• Team player and able to work managing priorities, targets and tasks
• Confident in articulating and speaking at all level
• Willing to learn and study at any time new messages

One Identity is an Equal Opportunity Employer and Prohibits Discrimination and

Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.