Channel Account Manager

Checkmarx; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive salary

Medical & dental & vision

401K plan

Career growth

Training opportunities

Culture of community

Job summary

Checkmarx is seeking a senior channel sales leader to drive revenue growth through partner ecosystems across the Western United States. You will own pipeline development, create and refine partner go-to-market plans, and manage regional channel performance.

The role requires 8+ years in channel or enterprise software sales, MEDDPICC experience, and strong relationship-building skills. Travel within the region is required, with a focus on expanding Checkmarx footprint.

Qualifications

• 8+ years selling experience at end-user or partner level.
• Proven track record meeting channel sales quotas in cybersecurity or enterprise software.
• Experience building and scaling partner/channel programs.
• Ability to travel within the region as needed.
• MEDDPICC sales process experience.
• Strong communication, negotiation, and relationship-building skills.
• Proficiency with CRM/PRM tools for pipeline tracking.
• University or Bachelor's degree

Responsibilities

• Achieve annual sales targets for Checkmarx channel revenue supported by pipeline development activities/execution.
• Build/develop Checkmarx partner programs that drive pipeline growth and sourced business.
• Create a yearly/quarterly plan with specific detail that enhances existing partner programs and channel go-to markets.
• Quarterly review of the plan with milestone metrics achieved or resolution plan developed.
• Provide monthly and quarterly performance reporting.
• Create a regional channel business plan for covered areas.
• Establishes and maintains account plans to promote sales growth.
• Grow the company business by developing deep strategic relationships with partners.
• Create, fill in, and manage the funnel for deals with partners and transform leads into joint sales activities.

Skills

Channel sales

Cybersecurity sales

MEDDPICC

CRM/PRM

Travel willingness

Communication

Negotiation

Relationship building

Education

Bachelor's degree

Tools

CRM/PRM tools

Job description

This role will set strategy and actions that further develop the Checkmarx partner eco-system models to drive channel revenue growth. The key focus will be to help develop and refine programs that will bring new/grow existing revenue streams across the AMS business. Part of this position will also require management of the Checkmarx channel business in a designated region.

Position Metrics

• Achieve annual sales targets for Checkmarx channel revenue supported by pipeline development activities/execution
• Build/develop Checkmarx partner programs that drive pipeline growth and sourced business
• Creation of a Yearly/QTRLY plan with specific detail that enhances existing partner programs-creation of new channel go-to markets
• Quarterly review of the plan with milestone metrics achieved or resolution plan developed.
• Provide monthly and quarterly performance reporting.
• Create a regional channel business plan for covered areas

Other Responsibilities

• Establishes and maintains account plans to promote sales growth
• Leverages partner solution stacks, partner intellectual property, and other capabilities to broaden the company footprint in targeted industries and/or customers.
• Grow the company business overall and the company\'s share of business by developing deep strategic relationships with partners.
• Creates, fills in, and manages the company\'s funnel for deals with partners and transforms potential leads into joint sales activities.

Requirements

• Typically 8+ years or more of selling experience at end-user account or partner level
• Proven track record meeting channel sales quotas in cybersecurity or enterprise software
• Experience building and scaling partner/channel programs
• Ability to travel within the region as needed
• MEDDIC or MEDDPICC sales process experience
• Strong communication, negotiation, and relationship-building skills
• Proficiency with CRM/PRM tools for pipeline tracking
• University or Bachelor\'s degree

Preferred

• Strong knowledge of the AppSec/DevSecOps landscape
• Candidate resides in the Western United States

What we have to offer:

• Competitive salary.
• Medical, dental, vision, 401(K), and additional incentives
• Culture of community and opportunity to work in a growing organization
• Room for career growth and professional development
• Training and educational opportunities

Checkmarx Inc. is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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