Inside Strategic Account Manager

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

📋 Description

• Take ownership of and expand a portfolio of partner accounts focused on SASE/ZTNA, serving as the main point of contact to drive revenue, consumption, and long-term success for partners.

• Formulate and implement strategic account plans to enhance partner engagement and facilitate business growth.

• Identify, recruit, onboard, and empower service providers.

• Work collaboratively with channel account managers to transform partner interest into new transactions and ongoing consumption.

• Advocate for the comprehensive SASE portfolio, which includes Secure Web Gateway (SWG) and complementary security services.

• Spot opportunities to broaden partner adoption beyond the initial ZTNA deployments.

• Act as the SASE/ZTNA subject matter expert for the Service Provider team.

• Collaborate with Channel Account Managers on strategic initiatives to expedite sales cycles and enhance win rates.

• Develop and implement joint business plans with partners, focusing on consumption targets, pipeline development activities, and go-to-market strategies.

• Deliver training and enablement programs for partners that cover SASE/ZTNA solutions, use cases, licensing models, and service differentiation.

• Track partner pipeline, bookings, and consumption metrics; ensure accurate forecasting and reporting through Salesforce and associated sales tools.

• Collaborate with marketing teams on campaigns, events, webinars, and co-marketing efforts.

• Provide partner insights on product capabilities, packaging, pricing, and program enhancements.

• Champion initiatives aimed at enhancing partner success and scalability.

⛳️ Requirements

• Demonstrated experience in networking and cybersecurity sales, with substantial expertise in SASE, ZTNA, Secure Web Gateway (SWG), and cloud security solutions.

• In-depth knowledge of the MSP, MSSP, and Service Provider landscape, including industry trends, competitive dynamics, and partner business models.

• Proven success in consultative sales, identifying customer challenges, and delivering technology solutions that focus on business outcomes.

• Experience in managing both direct partner relationships and overlay sales responsibilities within a channel organization.

• Strong understanding of the complete sales process, including pipeline management, forecasting, and CRM practices; Salesforce experience preferred.

• Established ability to build, develop, and maintain strategic channel partnerships that drive revenue growth and customer success.

• Capacity to work independently while effectively collaborating across cross-functional teams.

• Exceptional communication, presentation, negotiation, and relationship management skills.

• Strong analytical and forecasting capabilities, particularly within recurring and consumption-based revenue models.

• Willingness to travel as necessary to engage with partners, support business development activities, and participate in industry events.

• Preferred: Experience selling via Service Provider, MSP, or MSSP channels.

• Preferred: Familiarity with consumption-based licensing and security-as-a-service business models.

• Preferred: Experience collaborating with SASE, Zero Trust, networking, or cybersecurity vendors.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.

• Engaging company culture that fosters innovation and collaboration.