Channel Account Manager

Trellix; Topeka (KS); Hybrid; USD 80,000 - 120,000; Full time

Job summary

A dynamic technology company is seeking a Channel Account Manager responsible for driving sales and bookings through channel partners. Candidates should have 5-15 years of experience in channel sales within security or technology sectors and a strong track record of achieving sales quotas. The role includes evaluating customer needs and creating tailored solutions. This position offers various benefits including retirement plans and flexible work hours.

Benefits

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Qualifications

• 5-15 years’ experience in channel sales within the security or tech industry.
• Strong prospecting skills with a proven sales track record.
• Ability to manage the sales process and negotiate contracts.

Responsibilities

• Drive net new sales and incremental bookings through channel partners.
• Evaluate customer requirements and create tailored solutions.
• Develop channel partner opportunities and manage sales processes.

Skills

Cyber Security

Account Management

Consultative Selling

Business Planning

Communication

Negotiation

Product Knowledge

Forecasting

Tools

Salesforce

Clari

Job description

Role Overview

The Channel Account Manager will be responsible for driving net new sales and incremental bookings of existing and new 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 Account Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

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 are committed to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, and 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.