Channel Account Manager

Tufin; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Tufin is seeking a Channel Account Manager to strengthen key partner relationships, develop and execute partner business plans, and drive revenue through channel programs and joint sales efforts.

You will recruit new partners, educate them, coordinate with sales and partner reps, and travel as needed to regional accounts. A strong channel background in high-tech software and a track record of growing partner networks is required.

Qualifications

• 5+ years in channel development and partner management in high-tech software.
• Experience with enterprise solutions and complex channel programs.
• Proven results in growing partner ecosystems and driving revenue.

Responsibilities

• Deliver and present the Tufin Channel Program to identified relevant partners.
• Profile and collect information on partner GTM and focus for alignment.
• Deliver account mapping, GTM programs and educate through sales training and technical certification.
• Deliver pre-sales programs to develop new business and expand Tufin within partner's customer base.
• Interface with C-Level Executives within partners and end user accounts.
• Craft and drive success against an agreed business plan with each partner.
• Attend end user sales appointments with Channel Partners when required.
• Build a strong pipeline around new business creation with partners.
• Provide regular pipeline updates and lead generation activity reports.
• Provide sales/marketing campaign support to resellers.

Skills

Channel development

Partner management

Sales experience

Enterprise software

Travel willingness

Job description

Описание: Description The Channel Account Manager will be a hands‑on role centered on developing existing key partner relationships to specific goals, proactively identifying and recruiting newly identified partners in the market. The Channel Account Manager will develop and execute against the business plan for partners; growing revenue by driving Tufin relevance, alignment to prospective end user accounts, implementing channel programs and assisting partners in closing business with Tufin sales representatives and channel’s own representatives. The Channel Account Manager will need a strong channel and sales background, experience in the security software market and additional background in automation software would be an additional advantage.

Задачи

• Deliver and present the Tufin Channel Program to identified relevant partners
• Profile and collect relevant information on partner GTM and focus for proper alignment
• Deliver account mapping, GTM programs and educate through sales training and technical certification compliance
• Deliver pre-sales engineering programs to develop new business and expand Tufin within partner’s customer base
• Skilled at objection handling and presentations to transfer Tufin value
• Ability to relate and interface with C-Level Executives within partners and end user accounts
• Craft and drive success against an agreed business plan with each partner
• Attend end user sales appointments with Channel Partners when required, showcasing past sales experience a plus
• Build a strong pipeline around new business creation with partners
• Provide regular pipeline updates and lead generation activity reports
• Provide sales/marketing campaign support to resellers

Требования

• Successful track record in building channel operations and partnerships
• At least 5-years in channel development and partner management in the high‑tech software industry
• Experience in understanding complex, high-end Enterprise solutions
• Experience in working with mid‑sized and national oriented resellers and system integrators
• Proven results‑oriented examples of growing partnersAbility to work autonomously and in virtual teams
• Proven high energy, positive attitude contributor to past positions
• Willing and able to travel throughout the region