Inside Partner Account Manager- MSP Focused

ESET North America; San Diego (CA); Hybrid; USD 90,000 - 100,000; Full time

Benefits offered by this job

401k matching

Wellness stipend

WFH stipend

Employee assistance

Health insurance

Life insurance

Paid time off

Volunteer time off

Vision insurance

Remote work

Job summary

ESET North America is seeking an Inside Partner Account Manager (MSP Focused) to drive growth through channel partners and distributors. You will develop MSP accounts, build joint go-to-market plans, and optimize partner programs to meet revenue goals.

The role requires 2–4 years in channel sales or account management in cybersecurity or tech, with strong relationship-building and forecasting skills. Hybrid work in the Western Region, preference for San Diego.

Qualifications

• 2-4 years in account management or channel sales within cybersecurity, software, or tech industry.
• Experience growing existing customer accounts through channel partners, distributors, and resellers.
• Proven ability to forecast revenue and manage complex sales cycles, with a track record of exceeding targets.

Responsibilities

• Develop and execute a channel strategy to grow the MSP business, including recruiting and enabling MSP partnerships.
• Build relationships with MSP partners and their sales organizations to create joint go-to-market plans and pipeline growth.
• Own MSP partner performance, including forecasting, enablement, and program optimization.
• Conduct regular business reviews with customers and partners to identify expansion opportunities and drive account growth.
• Collaborate with Sales, Marketing, Product, and Operations to deliver solutions and resources for MSP partners.
• Enable partners with knowledge, tools, and resources to support shared customer accounts and articulate value of ESET solutions.
• Maintain up-to-date knowledge of ESET's product portfolio, cybersecurity trends, and competitive landscape.
• Maintain accurate CRM data for customers, partners, opportunities, and forecasting.
• Assist partners with deal registration, quoting, and order management to support sales execution.
• Aim to achieve monthly, quarterly, and annual revenue, retention, and KPI targets.

Skills

Account management

Channel sales

Business development

Forecasting

Cross-functional collaboration

Education

Bachelor's degree in Business, Marketing, Sales, Information Technology, or related field

Tools

CRM software

Job description

Who ESET is?: We are a privately held, global digital security company, protecting billions of customers and thousands of companies worldwide. We believe in a positive digital future. This is reflected in how we do business and our commitment to managing our company in socially responsible and environmentally sustainable ways.

Job Purpose: The Inside Partner Account Manager (MSP Focused) independently drives business growth through ESET’s channel partners and distributors by developing user accounts and identifying cross-sell and upsell opportunities. Builds and manages a qualified partner pipeline within an assigned territory, collaborating closely with Channel Account Managers, Strategic Inside Channel Account Managers and Sales Engineers. Maintains strong day-to-day relationships with partners to support partner and customers’ success and achieve sales objectives.

What You'll Do:

• Develop and execute a channel strategy focused on growing the MSP business, including recruiting, enabling, and scaling strategic MSP partnerships to drive revenue and market expansion.
• Build strong relationships with MSP partners and their sales organizations, creating joint go-to-market strategies, pipeline development plans, and programs that increase partner-sourced and partner-influenced business.
• Own MSP partner performance and growth, including forecasting, business planning, enablement, and ongoing optimization of channel programs and incentives.
• Conduct regular business reviews with customers and partners to identify expansion opportunities, strengthen relationships, and drive long-term account growth.
• Collaborate cross-functionally with Sales, Marketing, Product, and Operations to deliver compelling solutions and resources that help MSP partners win and retain customers.
• Enable partners with the knowledge, tools, and resources needed to effectively support shared customer accounts and position ESET solutions.
• Maintain a strong understanding of ESET's product portfolio, cybersecurity trends, and competitive landscape to effectively articulate value and overcome competitive challenges.
• Maintain accurate customer, partner, opportunity, and forecasting data within the CRM system.
• Support partners with deal registration, quoting, and order management to facilitate successful sales execution.
• Achieve monthly, quarterly, and annual revenue, retention, and KPI targets.
• Perform other duties as assigned.

***This position is open to candidates located anywhere in the Western Region, with a preference for San Diego. We are also open to candidates based in Arizona or Colorado. For candidates based in San Diego, this position will follow a hybrid work model. Candidates located elsewhere within the Western Region will be eligible for a fully remote arrangement.***

What You'll Have:

• Bachelor's degree in Business, Marketing, Sales, Information Technology, or a related field preferred.
• Equivalent combination of education and relevant sales experience will be considered.

Work Experience:

• 2-4 years of experience in account management, channel sales, or business development within the cybersecurity, software, or technology industry.
• Proven success managing and growing existing customer accounts while working through channel partners, distributors, and resellers.
• Demonstrated ability to build trusted customer relationships, identify expansion opportunities, and consistently exceed revenue targets.
• Experience developing account plans, managing complex sales cycles, and accurately forecasting revenue.
• Strong understanding of indirect sales models and the ability to influence and collaborate with partners to achieve customer success.
• Experience working cross-functionally with Sales, Sales Engineering, Marketing, Customer Success, and Distribution teams.

What We Offer:

• 401(k) matching
• Wellness and WFH Stipends
• Employee Assistance Program
• Health insurance
• Life insurance
• Paid time off
• Volunteer Time off opportunities
• Vision insurance
• Remote Working environments

ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The expected OTE range for this position is $90,000-$100,000. Additional benefits—such as health and wellness programs, performance bonuses, product discounts, holidays, and paid time off—are valued starting at $32,660 and may be offered in accordance with company plans.

We are proud to be an Equal Opportunity Employer. We are committed to fostering a diverse and inclusive workplace and consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information.