Channel Account Manager

Trellix; Santa Clara (CA); Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Job summary

Skyhigh Security in Australia is seeking a Channel Account Manager to drive net new sales and incremental bookings through channel partners, systems integrators, MSPs, distributors and OEMs. You will identify opportunities, tailor solutions, and close deals with a deep understanding of security technologies.

The role requires building strong partner relationships, managing MEDDPICC processes, and coordinating with presales and services to deliver successful proofs of concept and ROI-driven

Qualifications

• 5–15 years in channel sales roles with security or disruptive tech.
• Strong track record of meeting quarterly channel quotas.
• Experience with MEDDPICC methodology.
• Excellent presentation and stakeholder management.

Responsibilities

• Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.
• Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.
• Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.
• Work closely with partners and customers to drive POCs and POVs.
• Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.
• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within a partner account including customer stakeholders.
• Develop account and opportunity plans to improve channel partner strategy.
• Maintain partner and customer satisfaction.
• Develop relationships with our channel and service partners to create strategic op opportunities.

Skills

Channel sales

Security industry knowledge

MEDDPICC

Prospecting

Relationship building

Negotiation

Salesforce

Clari

Forecasting

Presentation skills

Job description

_ Job Title: _

Channel Account Manager

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks’ learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.

We are on these too! Follow us on LinkedIn and Twitter @SkyhighSecurity.

_ Role Overview: _

The Channel Partner Sales Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Partner Sales Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

About the Role

• Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.
• Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.
• Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.
• Work closely with partners and customers to drive POCs and POVs.
• Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.
• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within a partner account including customer stakeholders.
• Develop account and opportunity plans to improve channel partner strategy.
• Maintain partner and customer satisfaction.
• Develop relationships with our channel and service partners to create strategic op opportunities.

About You:

• 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.
• Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.
• Ability to manage the sales process (MEDDPICC) and negotiate contracts.
• Deep knowledge of the customer’s requirements and security challenges.
• Strong business acumen and ability to build channel partner and customer relationships. Must be able to interpret and execute opportunities within complex organizations.
• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
• Strong relationships with channel partners and system integrators.
• Must possess excellent presentation skills.
• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years’ experience with Salesforce and Clari
• Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

_ Company Benefits and Perks: _

We believe that the best solutions are developed by teams who embrace each other’s unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

We’re serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

_ Our Commitment to You :

At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.

Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.

Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.