Channel Account Manager

This is a fully remote position, open to applicants in Japan.

📋 Description

• Build and cultivate partnerships with security resale and MSSP partners within the assigned territory.

• Work in collaboration with regional Account Executives and cross-functional teams to implement channel sales initiatives.

• Attract and recruit high-potential security resale and MSSP partners.

• Optimize partner onboarding processes and execute enablement strategies.

• Identify and develop relationships with key Partner and MSSP accounts.

• Sustain and enhance existing partner relationships.

• Analyze and map partner-engaged accounts to maximize opportunities and pipeline growth.

• Organize and execute regional partner events.

• Create regional business plans to meet sales objectives.

• Oversee partner marketing funds and coordinate joint marketing activities.

• Generate sales leads and convert them into viable business opportunities.

• Utilize leads provided by Sales Development Representatives.

• Manage the partner pipeline, deal registrations, and qualification processes alongside Account Executives.

• Establish regular communication with partner Vice Presidents and Directors.

• Keep track of competitor actions and report insights to executives.

• Provide weekly and monthly updates on sales-goal progress.

• Travel up to 50% as necessary.

⛳️ Requirements

• A minimum of 5 years of demonstrated experience in Security Channel and MSSP sales.

• A solid track record of generating revenue and cultivating partnerships.

• In-depth understanding of cybersecurity concepts, threats, and solutions, such as firewalls, SIEM, endpoint protection, and cloud security.

• Extensive knowledge of the cybersecurity vendor landscape and ecosystem.

• Proven success in driving sales through security channel partners within the region.

• Experience in recruiting, onboarding, and scaling security resellers and MSSPs.

• Profound understanding of MSSP business models, go-to-market strategies, pricing, and service offerings.

• Expertise in partner enablement and training MSSP/partner teams in pre-sales, post-sales, and support roles.

• Awareness of Channel and MSSP maturity across APJ countries, including Japan, India, and Australia.

• Established connections with key cybersecurity resale and MSSP partners in the region.

• Willingness and capacity to travel up to 50% of the time.

• Ability to work collaboratively with AEs, SEs, and Marketing teams.

• Strong presentation, written, and overall communication capabilities.

• Proficient in using Salesforce.com (SFDC.com).

• Minimum 25Mbps consumer-grade broadband connection required.

• Legally authorized to work in Australia, as specified in the application form.

🏝️ Benefits

• Comprehensive health, vision, and dental coverage for employees and their families.

• Flexible vacation policy.

• Generous parental leave benefits.

• Options for remote work flexibility.

• Opportunities for career advancement.

• An inclusive and collaborative workplace culture.

• 100% remote work available.

• Competitive salary and compensation package.

• Minimum 25Mbps consumer-grade broadband connection required for remote work.