Hybrid Channel Sales Manager - Cloud Security Solutions

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

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