Channel Account Manager

Thales Group; Cambridge (MA); Remote; USD 80,000 - 120,000; Full time

Job summary

A leading company is seeking an experienced Channel Account Manager to establish strategic plans and initiatives with security solution partners. This role involves managing partner relationships, developing business strategies, and ensuring effective sales of Thales solutions. Join a diverse team dedicated to innovation in digital security.

Qualifications

• 3-5+ years in channel sales and development, preferably in security, networking, cloud, or infrastructure.

Responsibilities

• Manage relationships with channel partners and sales teams.
• Develop joint business plans and marketing initiatives.
• Analyze partner coverage and identify recruitment gaps.

Skills

Leadership

Forecasting

Education

Bachelor's degree

Job description

Location: Canada_Remote, Canada

Dans des marchés en rapide évolution, les clients à travers le monde font confiance à Thales. Thales est une entreprise où les personnes les plus brillantes du monde entier se regroupent pour mettre en commun leurs idées et ainsi s'inspirer mutuellement. Dans tous les secteurs où œuvre Thales, notamment l’aérospatiale, le transport, la défense, la sécurité et l'espace, nos équipes d’architectes conçoivent des solutions innovantes qui rendent demain possible dès aujourd’hui.

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billions of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter, and much more. More than 30,000 organizations already rely on us to verify identities, grant access to digital services, analyze data, and encrypt information to secure the connected world.

Remote - Canada

Thales is hiring an experienced Channel Account Manager (CAM) responsible for establishing and developing strategic territory plans, channel initiatives, and partner account plans with solution provider/reseller partners specializing in security solutions for Canada.

The CAM will work closely with partners to build a vision and execute strategies that maximize business benefits from our solutions across Thales Data Security and Imperva. The role involves managing business aspects, liaising between sales and marketing teams, and implementing ROI-focused partnerships emphasizing revenue, channel opportunities, and product differentiation in the marketplace.

Key Responsibilities

1. Manage relationships with channel partners, sales teams, and end customers to foster business growth.
2. Develop joint business plans with actionable steps and review schedules.
3. Design and execute go-to-market strategies and marketing initiatives.
4. Analyze partner coverage and identify recruitment gaps.
5. Align partner goals with our objectives through mutual understanding.
6. Understand and facilitate partner business metrics and program compliance.
7. Handle difficult conversations and resolve issues effectively with partners.
8. Enable partners to sell Thales solutions effectively.

Minimum Qualifications

1. Bachelor's degree or equivalent work experience.
2. 3-5+ years in channel sales and development, preferably in security, networking, cloud, or infrastructure sectors within a two-tier distribution environment.
3. Accurate forecasting skills for revenue streams.
4. Ability to develop compelling solution strategies and meet customer expectations.
5. Strong leadership to drive consensus internally and with partners.

If you're interested but do not meet all requirements, join our Talent Community: https://careers.thalesgroup.com/global/en/jointalentcommunity. Upload your CV for future opportunities.

Why Join Us?

Learn more about working at Thales here.

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Thales is an equal opportunity employer valuing diversity and inclusion. We provide accommodations throughout the recruitment process upon request. Please inform us if you need any adjustments during your application or interview. All information regarding accommodations will be kept confidential.