Channel Account Manager

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

📋 Description

• Drive new sales and increase bookings from existing accounts through channel partners, systems integrators, MSPs, distributors, and OEM providers.

• Develop prospecting strategies to uncover sales opportunities with channel partners.

• Build relationships and create a robust sales pipeline.

• Prepare and deliver solutions presentations, negotiating contracts to meet quarterly channel sales objectives.

• Oversee the channel sales process and utilize internal technical resources to fulfill partner and customer needs.

• Analyze partner and customer environments to define customer requirements.

• Collaborate with technical resources to secure channel sales opportunities.

• Engage with partners and customers to facilitate POCs and POVs.

• Upsell and cross-sell Skyhigh Security products and solutions.

• Generate demand alongside channel partners, resellers, and end-user customers.

• Cultivate internal relationships with key stakeholders.

• Present to various levels within partner accounts, including customer stakeholders.

• Create account and opportunity plans to enhance channel partner strategies.

• Ensure partner and customer satisfaction is maintained.

• Identify and develop strategic opportunities with channel and service partners.

⛳️ Requirements

• 5-15 years of experience in a channel sales role with quota responsibilities, selling products in the security industry or other innovative technology sectors (e.g., AI/ML).

• Established relationships with channel partners and customer stakeholders.

• Proven experience in generating partner-enabled sales opportunities.

• Excellent prospecting capabilities and a knack for building a channel sales pipeline.

• Proven track record of meeting quarterly channel sales quotas.

• Ability to manage the sales process using MEDDPICC and effectively negotiate contracts.

• In-depth understanding of customer requirements and security challenges.

• Strong business acumen with the ability to foster relationships with channel partners and customers.

• Capability to navigate and execute opportunities within complex organizational structures.

• Proficient in engaging presales and professional services teams throughout the sales cycle, including the implementation of POCs and POVs.

• Solid relationships with channel partners and system integrators.

• Exceptional presentation skills.

• Familiarity with consultative sales methodologies, preferably MEDDPICC.

• 3-5 years of experience with Salesforce and Clari.

• Proficiencies in Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, and Forecasting.

🏝️ Benefits

• Hybrid work model.

• Flexible working hours.

• Family-friendly benefits.

• Retirement Plans.

• Medical, Dental, and Vision Coverage.

• Paid Time Off.

• Paid Parental Leave.

• Support for Community Involvement.

• Employee recognition program.

• ‘Blast Talks' learning series.

• Team celebrations.