Channel Account Manager

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

📋 Description

• Partner Relationship Development: Collaborate with Account Executives (AEs) in the region to identify and foster robust relationships with strategic partner accounts.

• Lead Generation and Conversion: Propel the creation of sales leads and convert them into new business opportunities, aiding in revenue expansion.

• Lead Management: Utilize leads generated by H3 Sales Development Representatives (SDRs) to build momentum and encourage collaboration within the channel.

• Relationship Nurturing: Sustain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.

• Strategy Execution: Collaborate closely with AEs to effectively implement channel sales strategies that align with the company’s goals.

• Pipeline Management: Oversee the partner pipeline, including deal registrations, and work with AEs to qualify and approve deals.

• Partner Events: Organize and execute regional partner events to strengthen relationships and promote business growth.

• Account Mapping: Identify and map accounts actively engaged by partners to optimize sales opportunities.

• Business Plans: Create comprehensive business plans for each region to meet sales goals and objectives.

• Executive Engagement: Maintain a regular communication schedule with key partner Vice Presidents and Directors to provide support and updates on progress.

• Competitor Monitoring: Vigilantly track competitor activities within the channel and report insights to the executive team.

• Progress Reporting: Deliver frequent, detailed updates on the status of weekly and monthly sales targets, ensuring transparency and accountability.

• AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace.

• Key Partner Strategies: Formulate and implement strategic initiatives with identified key partners through collaborative “POD” efforts.

• Marketing Fund Management: Supervise the management of partner marketing funds to effectively drive joint marketing initiatives.

⛳️ Requirements

• Experience: A minimum of 5+ years of experience in Channel Sales or a related field.

• Travel: Willingness and capability to travel up to 50% of the time.

• Channel Expertise: Demonstrated success in selling within or through the security channel partner ecosystem in the designated region.

• Team Player: Ability to work collaboratively with various functional groups, including AEs, SEs, and Marketing.

• High Energy: Flourishes in a fast-paced work environment and demonstrates high levels of energy and enthusiasm.

• Communication Skills: Outstanding presentation, written, and overall communication skills, with the ability to effectively convey the H3 value proposition to both small and large groups.

• Sales Tools: Proficient in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

🏝️ Benefits

• Inclusive Team: We value diversity and encourage an inclusive culture where everyone can thrive.

• Growth Opportunities: Join a dynamic and expanding team with a wealth of career development opportunities.

• Innovative Culture: Experience a collaborative environment that promotes creativity and innovative thinking.

• Hybrid & Remote Work: We support a blend of remote and hybrid work models based on role and location, including our Chicago office, where some roles necessitate regular in-office presence.

• Competitive Compensation: We offer a competitive salary, equity, and benefits, which include health, vision, and dental insurance for you and your family, a flexible vacation policy, and generous parental leave.