Channel Account Manager

About the Role

• Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.

• Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.

• Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.

• Work closely with partners and customers to drive POCs and POVs. 

• Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.

• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.

• Develop relationships internally with key stakeholders.

• Engage and present at multiple levels within a partner account including customer stakeholders. 

• Develop account and opportunity plans to improve channel partner strategy.

• Maintain partner and customer satisfaction.

• Develop relationships with our channel and service partners to create strategic opportunities.

About You:

• 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.

• Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.

• Ability to manage the sales process (MEDDPICC) and negotiate contracts.

• Deep knowledge of the customer’s requirements and security challenges.

• Strong business acumen and ability to build channel partner and customer relationships. Must be able to interpret and execute opportunities within complex organizations.

• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.

• Strong relationships with channel partners and system integrators.

• Must possess excellent presentation skills.

• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.

• 3-5 years’ experience with Salesforce and Clari

• Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)

• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.