Channel Partner Sales Leader – Cybersecurity

Trellix; California (MO); Hybrid; AUD 90,000 - 150,000; 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 OEM providers. You will identify opportunities, build a partner pipeline, and manage the MEDDPICC-driven process to meet quarterly quotas while collaborating with presales.

The ideal candidate has 5–15 years in channel sales for security or disruptive tech, strong presentation skills, and a track record of closing

Qualifications

• 5-15 years’ experience in a channel sales, quota carrying role selling security or disruptive technology with deep relationships with channel partners and customer stakeholders.
• Experience generating partner-enabled sales opportunities; strong prospecting, pipeline building, and track record of achieving quarterly quotas.
• Ability to manage the MEDDPICC sales process and negotiate contracts.
• Deep knowledge of customer requirements and security challenges.
• Strong business acumen and ability to build channel partner and customer relationships.
• Ability to engage presales and professional services during multiple stages of the sales cycle including POCs/POVs.
• Strong relationships with channel partners and system integrators.
• Excellent presentation skills.
• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years’ experience with Salesforce and Clari.
• Results oriented with startup mindset; integrity, confidence, patience, perseverance, and financial acumen (ROI).
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

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 opportunities.

Skills

Cyber Security

Account Management

Consultative Selling

Business Planning

Communication

Negotiation

Product Knowledge

Forecasting

Tools

Salesforce

Clari

Job description

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 OEM providers. You will identify opportunities, build a partner pipeline, and manage the MEDDPICC-driven process to meet quarterly quotas while collaborating with presales.

The ideal candidate has 5–15 years in channel sales for security or disruptive tech, strong presentation skills, and a track record of closing