Partner Account Manager – Technology Alliances

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

📋 Description

• Take ownership of the comprehensive Check Point reseller relationship, which includes managing partner-program criteria, business planning, governance, and performance reporting.

• Create and implement collaborative annual and quarterly business plans aimed at generating Illumio pipeline, increasing bookings, enhancing margin growth, facilitating renewals, and focusing on strategic solution areas.

• Foster relationships with Check Point leadership, account teams, specialists, channel and distribution teams, as well as internal stakeholders.

• Provide education to Check Point sellers regarding Illumio offerings, pinpoint target accounts, assist with account mapping, and coordinate joint customer initiatives.

• Establish a sales rhythm through pipeline evaluations, opportunity strategy discussions, partner updates, and executive business reviews.

• Identify, recruit, and empower Check Point sales and technical champions.

• Plan and implement demand-generation initiatives, campaigns, events, webinars, and customer outreach in collaboration with marketing.

• Monitor partnership performance metrics, including pipeline, revenue, win rates, attach rates, renewal prospects, certifications, marketing efforts, and seller engagement.

• Collaborate with sales operations and distribution partners to eliminate barriers related to quoting, ordering, licensing, renewal, and deal registration.

• Optimize Illumio and Check Point incentives, deal registration benefits, MDF, and partner program resources.

• Gather market insights, customer requirements, competitive intelligence, and opportunities for growth.

• Achieve outcomes related to revenue, gross margin, renewals, pipeline, seller engagement, enablement, certification, adoption, partner satisfaction, and executive alignment.

⛳️ Requirements

• A minimum of 5 years of experience in channel, alliance, partner, sales, or business development roles, preferably within the cybersecurity or enterprise technology sectors.

• Proven track record in expanding vendor partnerships, generating pipeline, and influencing sales teams without having direct authority.

• Familiarity with cybersecurity solutions, channel sales dynamics, reseller economics, and enterprise purchasing processes.

• Experience working in collaboration with vendor field teams, distributors, marketing, sales operations, and technical specialists.

• Strong skills in business planning, forecasting, presentation, and executive communication.

• Capability to leverage data for performance diagnosis, investment prioritization, and clear action communication.

• Highly organized, proactive, and adept at managing multiple stakeholders and competing priorities.

• Must be legally authorized to work in the country of the position.

• Must specify whether immigration sponsorship will be necessary.

🏝️ Benefits

• Opportunities for equity participation.

• Commission-based incentives.

• Comprehensive medical, dental, and vision insurance.

• Health and dependent savings accounts.

• Life and disability insurance programs.

• Paid parental leave benefits.

• Optional benefit programs.

• Company-sponsored wellness initiatives.

• Wellness reimbursement options.

• Retirement savings plans.

• Paid time off.

• Paid holidays.

• Employee incentive programs.