National Channel Account Manager

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

Job summary

Tufin Technologies is seeking a National Channel Account Manager to expand their channel business plan and enhance relationships with partners. This role requires a strong background in channel sales, operational excellence, and the ability to work collaboratively in a fast-paced environment. The manager will be responsible for driving partner-generated opportunities and executing the channel business plan.

Qualifications

• At least 5 years of experience in channel development and partner management.
• Strong background in security software market.
• Ability to work autonomously with excellent time management skills.

Responsibilities

• Deliver and present the Tufin Channel Program to identified partners.
• Generate increased partner contacts and account mapping sessions.
• Provide sales and marketing campaign support to partners.

Skills

Channel operations

Partner management

Sales training

Time management

Presentation skills

Job description

The National Channel Account Manager will execute our channel business plan, which includes expanding our sales, technical, and management relationships with Tufin Partners. Additionally, they will utilize our channel sales methodology for enablement, roster building, and account mapping to increase partner-generated opportunities via targeted initiatives at new and existing accounts. The manager needs a strong channel sales background, experience in the security software market, operational excellence, and the ability to contribute to a fast-paced, collaborative, and world-class channel team.

Responsibilities:

1. Deliver and present the Tufin Channel Program to identified partners.
2. Profile and collect relevant information on partner GTM for proper alignment.
3. Generate increased partner contacts, account mapping sessions, GTM programs, and educate through sales training, leveraging our Partner Portal.
4. Work with Tufin Sales Engineers to drive pre-sales technical training for partners to expand within their customer base.
5. Handle objections effectively and deliver presentations to demonstrate Tufin's value.
6. Relate and interface with C-Level Executives at Focus Partners.
7. Complete and execute our channel business plan with each Focus Partner.
8. Build a strong pipeline around new and existing business with partners.
9. Provide sales and marketing campaign support to partners.
10. Drive deal registrations from program partners.

Requirements:

1. Successful track record in building channel operations and partnerships.
2. At least 5 years of experience in channel development and partner management in the high-tech software industry.
3. Ability to multi-task and excel in a process-driven, results-oriented environment.
4. Experience understanding complex, high-end enterprise solutions.
5. Experience working with regional and national partners.
6. Proven results in growing partner-generated business.
7. Ability to work autonomously with excellent time management skills.
8. Proven high-energy, positive attitude in past positions.
9. Willing and able to travel throughout the region as needed.

Partner Experience:

• This role will focus on expanding the Tufin partner program with Guidepoint on a national level. A deep understanding of Guidepoint’s sales and leadership structure, as well as their marketing and GTM model, is required.