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Company

Trustwave · 3 hours ago

Channel Account Manager (Midwest region)

Columbus, OH

Full-time

Remote

Mid Level

3+ years exp

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Cloud SecurityCyber Security

Comp. & Benefits

No H1B

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Responsibilities

Develop Channel strategy and plan for our solutions in alignment with the global channel strategy and objectives. Develop new plan incorporating Indirect, Reseller, Distributor, and Referral partners into a high-growth channel ecosystem

Identify, recruit, on board, enable and grow new channel partner relationships, per the strategy and plan

Identify and develop joint 'go-to-market' strategies and lead demand generation opportunities

Define incremental opportunities, establishing targets for partner-initiated opportunities and well as net new customer generation.

Be advocate for Channel partners within the region and within the global Channel program and community

Work with partners to evangelize Trustwave solutions

Achieve quarterly sales and revenue target as defined in compensation plan

Be a channel subject matter expert that executes the company’s go to market channel strategy

Develop and implement partner business plans with measurable KPIs and review quarterly with all strategic partners

Act as your partner’s Trustwave GM/sales manager to drive partner sales and go to market activities

Manage, plan, and execute all partner base activities

Drive and measure sales and technical enablement plan for strategic partners

'Go-to' team member within your assigned territory for all channel expertise and requirements

Internal channel ambassador aligning strategic partners with Trustwave’s sales leadership

Provide insights and ideas to constantly improve Trustwave’s channel programs and activities

May perform other job duties as needed

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Channel sales experienceCybersecurity knowledgePartner relationship managementChannel strategy executionSalesforce.comOrchestrating partner developmentEnd user sales experienceTime management skillsRelationship building

Required

At least 3-7 years of extensive channel sales experience as a Channel Account Manager or similar position

Cybersecurity experience or some level of security software/services knowledge is required

Existing partner relationships with TSD, TA, Resellers, etc. is required

Proven track record of meeting or exceeding sales goals with partners

Proven track record of delivering incremental revenues through partners

Excellent presentation and training skills

Excellent oral and written communication skills

Self-starter, independent thinker. Does not require day-to-day hands-on supervision

Ability to create and execute successful channel strategies that will drive sales and revenue growth

Ability to work effectively with field sales, marketing, operations, and finance organizations

Creative problem-solving skills, strong business acumen, an understanding of group and corporate dynamics, integrity, and the demonstrated ability to employ sound judgment in complex situations

Proven expertise in orchestrating the development of top-tier partners and establishing long-term mutually beneficial business relationships

Proven experience in recruiting, enabling, and developing partners to execute Channel go to market strategy

Consistent track record in exceeding partner-driven sales quotas and partner development goals and objectives

Operate effectively in a highly matrixed organization

Strong planning, time management and analytical skills

Ability to work well under pressure and to manage multiple initiatives to tight deadlines

Strong sales, relationship building and results orientation

Demonstrated success in account development, relationship building, ability to work at multiple levels

End user sales experience, record of achieving and exceeding revenue and recruitment goals

Experience using Salesforce.com for opportunity management, activity tracking and reporting

Strong Follow up skills and drive to be successful

Ability to travel approximately 25%