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Binary Defense · 5 months ago

Channel Account Manager - Managed Security Services - REMOTE

United States

Full-time

Remote

Mid, Senior Level

5+ years exp

Binary Defense is a trusted leader in security operations, supporting companies of all sizes to proactively monitor, detect and respond to cyberattacks. They are seeking a Channel Account Manager who will focus on building pipeline and channel revenue with partners, as well as sourcing new strategic channel relationships.

Cyber SecurityInformation TechnologyNetwork SecuritySoftware

Responsibilities

Responsible for the day-to-day recruitment and relationship management of channel partners to include value added resellers, systems integrators, and strategic software partners

Act as a liaison between Binary Defense and assigned channel partners

Build, maintain, and manage relationships with current and prospective channel partners

Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts

Coordinate the involvement of Binary Defense personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations

Sell through partner’s organization to end users in coordination with partner sales resources

Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts

Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams

Ensure partner compliance with Channel Partner programs and agreements

Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship

Identify partner GTM and/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement

Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners

Maintain channel opportunity registrations in Salesforce.com and assist the Binary Defense sales team in closing channel generated leads

Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group

Ability to travel to and from customer meetings (locally and nationally)

Qualification

Security SaaS channel salesRevenue growth via channel partnersPartner Incentive programsPRM toolsInterpersonal skillsWritten/verbal communicationGoal-oriented